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This “flagship” course explores the dynamics, skills and constraints of the negotiation process. A theoretical framework for understanding negotiation practice in a variety of contexts is developed through presentations and highly interactive exercises and role plays.
Extensive research, especially in the field of anthropology, has facilitated a better understanding of how cultural differences influence people’s behavior at the bargaining table.
Debating difficult issues with colleagues, clients and even family members can be daunting. However, refraining from engaging in those conversations, or doing it poorly, can exacerbate the situation.
Drawing from hard lessons learned in negotiations under the most difficult circumstances – including hostage taking, public crisis prevention and complex business deals – the course teaches how to deal with hostility, anger and tough negotiation situations under challenging conditions.
Mediation, as an Alternative Dispute Resolution (ADR) method, is becoming increasingly popular worldwide.
Regardless of the participants actual negotiation experience, this course is designed for those who have already taken “Negotiation at Its Best” or other foundation training on negotiation.