Typical scenario: a businessperson is preparing for high-stakes negotiation. I ask them what their plan is ... There is a widespread, almost unquestionable, assumption that it is wise and strategic to ...

Each of the “negotiation toolboxes” provides step-by-step best practices and clear strategies alongside real examples, stories and management science research. Course participants are given ...

Analysis and application of the key factors that shape and characterize different negotiation situations; the analytical skill to diagnose potential areas of difference and select appropriate ...