Strategic Negotiation Experiential Learning Program

In business, as in life, you don't receive what you deserve. You achieve what you negotiate.

 

Research shows that less than 4% of managers reach win-win outcomes. And even on issues for which people are in perfect agreement, they fail to realize it 50% of the time. The reason for this is threefold:

  • lack of practice,
  • lack of knowledge about the principles and strategies of negotiation,
  • systematic mistakes and biases.

This course will address all three areas. The remarkable thing about negotiations is that, wherever they occur, they are governed by similar principles.
In this course, participants learn the theory and processes of negotiation in a variety of settings. They will develop an understanding of effective negotiation principles, strategies, and tactics, enhancing their ability to assess the variables in negotiations and the impact of interpersonal styles and personalities.

In a series of varied bargaining simulations and debriefings built directly around real business issues, this program provides participants with the opportunity to develop their negotiation skills. Each simulation will highlight the central concepts that underlie negotiation strategy. These concepts are the fundamental building blocks for planning negotiation strategy, managing the negotiation process, and evaluating the quality of negotiation outcomes.

Participants will be able to expand their negotiation tool chest, explore their personal style and its impact, identify specific areas for individual development, and develop greater strategic flexibility across situations and people by trying out new behaviors and strategies in a safe, supportive environment.

 

Dates: June 12, 2024

Duration: 1 day, 10:00-18:00

Format: offline at the AUK campus in Kyiv

Language of instruction: Ukrainian

Participation fee: $250   $225 if paid by May 26 (paid in UAH at the NBU exchange rate)

Registration form
Learning outcomes
1
Recognize, understand, and analyze

essential concepts and common biases in negotiations

2
Identify your bargaining power

and define which strategies are effective for a particular situation

3
Know how to prepare for negotiations

and communicate persuasively to influence decision-making

4
Identify and use

key leverage points, build strong relationships with clients, and craft win-win agreements

5
Manage conflicts

build rapport, and handle challenging negotiation scenarios

6
Work with people

with different backgrounds, expectations, and values

About your instructor

Dr. Roman Sheremeta is a Founding Rector and a Distinguished Professor at American University Kyiv. He received Ph.D. in Economics from Purdue University. Dr. Sheremeta received many research and teaching awards, including the 2018 Smith Ascending Scholar Prize, given to a “budding genius” in social science, Emerging Impact Awards in 2015 and 2019 from the Weatherhead School of Management, as well as multiple grants, including the National Science Foundation and the Max Planck Institute grants. He was listed as a Top Economic Thinker of Ukrainian descent by Forbes in 2015, a top-rated young economist in the world according to the IDEAS ranking in 2018, and recognized as the Best 40 Under 40 Professors by Poets and Quants in 2019.

Dr. Sheremeta is an author of more than 80 articles, published in leading scholarly journals in economics, business, psychology, and political science. Top-tier media outlets, including The Wall Street Journal, Forbes, NBC, USA Today, CBS, CNBS, NPR, and Science Daily, have featured his research, which focuses on experimental economics and game theory with applications to behavioral economics, conflict resolution, industrial organization, labor, and public economics. He served on the editorial boards of the Journal of Economic Psychology, Journal of Economic Behavior and Organization, Games, and Journal of Behavioral and Experimental Economics.

Since the Russian invasion of Ukraine, Sheremeta has been actively involved in delivering humanitarian aid to Ukraine and working on various initiatives to rebuild Ukraine, including the National Recovery Council, an advisory board to the President of Ukraine. He is a Co-Chair of Ukrainian-American House and a Founding Member of the Grand Founders.

Program structure
1
How to prepare for negotiations?

  • Why negotiation is important

  • Why people are not effective in negotiation?

  • Self-assessment (target, BATNA, reservation point, issues, interests) ·

  • Assessing the other party

  • Assessing the situation

  • Understanding how biases impact negotiation

2
Distributive negotiations

  • Distributive and win-lose negotiations 

  • The two purposes of negotiation: (1) gathering and sharing information, (2) behavior influence.

  • Key strategies to improve your outcome in distributive negotiations

 

3
Integrative negotiations

  • Integrative and win-win negotiations

  • A pyramid model of integrative agreements

  • Sharing information in negotiation

  • Key strategies to improve your outcome in integrative negotiations

Strategic Negotiations
  • June 12, 2024
  • $250  $225 if paid by May 11 
  • Offline on AUK Campus
  • AUK Certificate
TO ENROLL FILL IN THE FORM AT THE TOP OF THE PAGE AND PROCEED WITH PAYMENT
Still have questions?
Frequently asked questions
What is the language of instruction for this course?

The course is fully delivered in English. All learning materials, including reading and video, are in English too. Your individual and group assignments are expected to be prepared in English as well.

Are there any prerequisites for this course?

As the course is delivered in English, participants are expected to have a B2 or higher level of English. AUK does not request any language certificates or other forms of confirmation. Participants are also expected to have at least five years of experience for conducting negotiations.

How much time will I have to spend learning while taking this course?

This course has lasts two full days, from 10:00 a.m. to 6 p.m.

What kind of assignments will I have to complete?

This is an experiential learning course, which means you will be learning through practice. During two days, you will go through a series of varied bargaining simulations with your counterparts and classmates.

What certificate will I earn?

Upon successful completion of this course, you will be awarded a certificate accredited by American University Kyiv

Will my ECTs be transferable to undergraduate or post-graduate programs?

Yes, credits earned from this course are transferrable and may count toward Master’s or Bachelor’s programs should you decide to pursue this path of study.

What if I fail?

If you do not meet the course completion requirements, you will not be entitled to receive a certificate of completion. This course will be offered on a repeated basis, and you may enroll one more time.

How can I pay?

Payments may be made online via our website, or you may request an invoice from our accounting department. American University Kyiv does not accept cash payments.

Can my company pay for me?

If your employer agrees to pay for your study, you may inquire about the proforma invoice from our accounting department.