ABC Corporation

Max H. Bazerman

Harvard Business School

2001

FOCUS OF PROGRAM

The program will provide general negotiation skill building. The program will allow participants to evaluate their own negotiation behavior. Participants will plan, negotiate, receive feedback, and discuss negotiation strategy.

 

PROGRAM OBJECTIVES

1) To improve the general negotiation skills of participants.

2) To improve the negotiation skills of participants in reaching optimal business development agreements with outside organizations.

3) To improve the negotiation skills of participants in reaching optimal agreements within Johnson and Johnson that maximize value to the corporation.

4) To gain a broad, intellectual understanding of the central concepts in negotiation.

5) To improve analytical abilities in understanding the behavior of individuals and organizations in competitive situations.

6) To provide experience in the negotiation process, including learning to evaluate the costs and benefits of alternative actions and how to manage the negotiation process.

 

PROGRAM OUTCOMES

1) Participants will be more effective in preparing for important negotiations.

2) Participants will be more effective in face-to-face negotiations.

3) Participants will make more rational decisions in negotiations.

4) Participants will be more effective in training other negotiators.

PROGRAM ACTIVITIES

Day 1

Morning Program Introduction

The Growing Importance of Negotiation Skills at ABC

Simulation#1: The Synertech-Dosagen Negotiation. This negotiation involves a negotiation between a buyer and seller of a plant in the pharmaceutical industry.

Session Objective: This session will introduce the program and focus on the distributive aspect of negotiation.

 

Afternoon The Importance of Preparation

Thinking More Systematically About Negotiating

Integrative and Distributive Negotiations: A General Framework

Simulation #2: El-Tek. This negotiation involves a negotiation between two divisions of the same organization concerning the transfer of technology.

Session Objective: This session will focus on the need to simultaneously think about the distributive and integrative aspects of negotiation.

Day 2

Morning Discussion of Trust-Building and Negotiation Through Action

Simulation #3: Preparation, Negotiation, and Discussion of Win-As-Much-As-You-Can. This simulation focuses on building trust within the context of competitive relationships.

Session Objective: This session will allow participants to see the conflict between cooperation and competition, and will help provide guidance concerning when each of these motives should dominate.

 

Afternoon Pulling it All Together

Some Final Ideas for Effective Negotiation

Simulation #4: Moms.com Negotiation. This negotiation involves a negotiation between a buyer and seller involving multiple issues including price, terms of payment, and the scope of the transaction.

Session Objective: This session will pull together many themes developed throughout the course and serve as a capstone to the program.