|The Art and Science of Negotiation 2017|
October 26-27, 2017
THE ART AND SCIENCE OF NEGOTIATION
By Professor Jay Narayanan
Negotiation is a fundamental element in the social life of organizations. Whether we are aware of it or not, we negotiate for resources and attention. Research in social psychology and behavioral economics has uncovered key principles that can help people become better negotiators. Although the science of negotiations has developed rapidly in the last two decades, there remain aspects of negotiations that are an art.
In this event, we will examine the art of science behind negotiations using simulations that allow us to have a common conversation around negotiations. Participants will discover the hidden assumptions we make about ourselves as negotiators and overcome these limiting beliefs. We will also uncover successful strategies that people may be already using and organize these in a framework to make these strategies repeatable and reliable. We shall also explore the richness of the negotiation context to gain an understanding of ourselves in the social world we inhabit.
· How negotiation skills are key to successful influence in organizations
· How to achieve win-win outcomes in Negotiations
· How to manage the tension between creating value versus claiming value in negotiations
· Leaders who represent their organization to stakeholders within the organization or to the external world.