Negotiation is a fundamental professional skill. Negotiation is how we craft deals and resolve disputes and how we achieve our goals and implement our strategies. Executives negotiate every day with a wide variety of people, including customers, vendors, co-workers, bosses, and subordinates. Yet despite a great deal of experience, many busy professionals do not have a systematic approach to negotiation preparation and strategy. Developing a preparation process and a framework that allows one to respond to the dynamic environment of negotiations is essential to consistently successful results. read more

3SVA is very pleased to offer an MBA level executive negotiation program. The program will include two courses. The first is a 3-day course titled A Systematic Approach to Negotiation. This course presents an organized framework to successfully prepare for, conduct, and review negotiations. Participants will be exploring key concepts that include moving beyond positions to find interests, creating and distributing value, managing difficult negotiations, and tackling communication challenges. This course is self-contained and provides a thorough understanding of an organized approach to negotiation preparation and execution. Participants will test the framework in a wide variety of contexts and develop useful guidelines to implement this approach in practical business contexts.

The second course is a 2-day course titled Advanced Influence and Negotiation Strategies. Participants who have not taken the 3-day course will be asked to read a summary of the framework presented in that course. The advanced course will focus on more complicated deals and dispute resolution scenarios, as well as providing a multiparty negotiation simulation. In both courses, participants will use case studies and exercises from the Harvard Negotiation Project and be exposed to research and experiences from top negotiation experts. Through highly interactive exercises, case studies, and discussions, participants will build upon their existing knowledge and be exposed to new negotiation practices to expand and improve their skills. read less