Max H. Bazerman
Harvard Business School
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.
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.
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.
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 andfocus on the distributive aspect of negotiation.
Afternoon The Importance of Preparation
Thinking More Systematically About Negotiating
Integrative and Distributive Negotiations: A General Frameworkbetween two divisions of the same organization concerning the transfer of technology.
Simulation #2: El-Tek. This negotiation involves a negotiation
Session Objective: This session will focus on the need to simultaneously think about the distributive and integrative aspects of negotiation.
Morning Discussion of Trust-Building and Negotiation Through ActionWin-As-Much-As-You-Can. This simulation focuses on building trust within the context of competitive relationships.
Simulation #3: Preparation, Negotiation, and Discussion of
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
a negotiation between a buyer and seller involving multiple issues including price, terms of payment, and the scope of the transaction.
Simulation #4: Moms.com Negotiation. This negotiation involves
Session Objective: This session will pull together many themesdeveloped throughout the course and serve as a capstone to the program.