Free Download – GETTING MORE: INNOVATIVE NEGOTIATION & PROBLEM-SOLVING By Prof. Stuart Diamond
“After mediation failed, I and a counterpart decided to use Getting More tools and did the $4 million deal in 25 minutes.” -Florian Wirth, General Counsel and Corporate Secretary, Lenzing AG.
This case is designed to begin your process of learning a better way to negotiate. The facts are simple, but the concepts are sophisticated and effective. And the case is designed to be entertaining – not another boring training module.
After you complete the course introduction and videos, you will be sent a short fact sheet (your role) to prepare for the negotiation. Then, you will be partnered with a person who has a different role and negotiate the case. Both parties will submit results and watch an interactive video at your convenience (together or separately). You will see how your own results compare to others around the world.
In this class, you will become much more skilled at:
Finding the bargaining range
Making offers (how and when)
Framing your statements more persuasively
Handling extreme offers and emotion
Dealing with dishonesty and hard bargainers
Commitment: ~1 to 4 hours, depending how deep you want to go…
Prerequisites: None. This is the first class in the series and will be a prerequisite for future online classes.
Level: All levels. Whether you’re a beginner or a seasoned negotiator, this class will provide more practice, new tools and more skills. If you like, after this we have more cases, so you can get even MORE.
The Getting More Model
Schedule and negotiate the case with a real counterpart.
Prof. Diamond debriefs key learning from this case.