Loading...

Course Description

In a negotiation, the more information you possess about the other party, the better equipped you are to anticipate their needs, identify common ground, and find mutually beneficial solutions. In this lesson, you will gather specific intelligence about the other party. You will create a persona to better understand their motivations, interests, and biases. You will use this persona to predict the potential positions and reactions of the other party. You will categorize the other party and their tendencies using a model developed by Carlo Cipolla. Based on that categorization, you will strategize ways to influence their behavior toward positive outcomes.

Benefits to the Learner

  • Prepare for your negotiation by getting to know the other party
  • Strategize for differences in biases, emotions, and culture between you and the other party in a negotiation
Loading...
Enroll Now - Select a section to enroll in
Type
self-paced (non-instructor led)
Dates
Feb 02, 2024 to Dec 31, 2030
Total Number of Hours
1.0
Course Fee(s)
Regular Price $0.00
Required fields are indicated by .