沃顿商学院最受欢迎的谈判课程pdf

Selected Skills
Getting commitments that stick, by finding out how the other party makes commitments. Uncovering the perceptions of others and using them to create value. Finding more creative, precise, effective and fair solutions. Turning hard bargainers into collaborators. Finding creative ways to break impasses. Turning transactions into relationships. Developing linkages. Gaining more information and using it to better meet goals. Team building and consensus building; better processes for group decision-making. Dealing more effectively with emotional and cultural issues. Improving goal setting; preparing more effectively. Developing better problem-solving; gaining a framework for long-term improvement. Thinking more strategically about negotiation, including in sales and marketing contexts, as well as legal and operations.
New Course
Getting More
How To Negotiate For Greater Success In Work and Life
Getting More
How To Negotiate For Greater Success In Work and Life
2 days
A course on new and more competitive negotiation strategies based on the best-selling book by Professor Stuart Diamond, his award-winning course at The Wharton Business School and widely-praised instruction at Fortune 500 companies and to 30,000 managers and executives in 50 countries. The Return on Investment is more than 5000%, according to a survey at Google, where more than 3,000 people have been trained over four years.
Intended to be fun, highly interesting, and immediately practical
Syllabus
Day One
Introduction: Getting More
• Basic course principles. • Goals for the course.
Benefits & ROI
The Return on Investment (ROI) for the amount spent on the course is in the thousands of percent, more than any other activity a company conducts. Enterprises and individuals are now making billions of dollars through the use of these new tools. Professor Diamond used this new process to quickly solve the 2008 Hollywood Writers strike after a year of conflict. It was used to end the multibillion dollar electronic trading rights dispute among Wall Street commodities exchanges. And it was instrumental in putting together the largest foreign commercial financing in the history of Ukraine amid massive cultural differences. Google now uses the model as its principal negotiation process. U.S. Special Operations, the military elite, is using it to promote stability in Afghanistan. Here are some typical benefits: • Google has brought in more than $3 billion using this course tools since 2008. • The 40 bankers from Abu Dhabi Commercial Bank reporting increased revenues of $223 million in the 90 days after taking this course. • A New Jersey newspaper, The Asbury Park Press, saved $245 million through more effective supplier negotiations. • A New York consulting firm saved its clients 35% in procurement costs, or more than $300 million. • The Writers Guild in Hollywood used the process provided to them by Professor Diamond to quickly end its strike and resolve its differences with the studios. • A Russian firm reduced by 75% -- $75 million – a $100 million debt owed to a U.S. company. • A New York executive negotiated a $30,000 raise the Monday after a workshop after not getting a raise for five years.
Course Elements


5 highly interactive case simulations drawn from real life Discussion of real company and individual problems Various exercises, including on perception and culture A diagnostic survey before the workshop for each individual Discussion Comments from Professor Presentation and used of structured models for effective negotiation
Case 1: The Ratings War
A baseline exercise to evaluate one's own negotiation skills.
Major Learning Points include:
• • • • • • Goals People Commitment Trust Time Frames Communication
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Overview
The conventional wisdom in negotiation, whether for companies or individuals, is no longer competitive. It’s an outdated model, now more than 30 years old, and uses tools like rational “interests,” BATNA (Best Alternative To A Negotiated Agreement), win-win, power, leverage, threats, walking out, take-it-or-leave it, bargaining range and alternatives to agreement. Since negotiation is the basic process of business practice, affecting every interaction, better methods are central to increasing competitiveness. Professor Diamond has developed a new model increasingly being used by leading organizations around the world. Its central theme is that the perceptions and emotions of the other party are much more important in persuasion than the collection of power and rationality- based tactics that have been widely used. In fact, finding, understanding, and valuing the perceptions in the heads of the other party generates four times as much value as conventional methods: twice as many deals and twice as much from each deal on average. It also produces a better starting point, because we learn more precisely where the other party is coming from.