The Negotiator's Toolkit: Claiming Value in Negotiation

7h / English

 

Topics:

  • BATNA
  • Aspiration points
  • Resistance points and walk away
  • First offers and counteroffers
  • Anchoring effect
  • Concessions

 

Exercises:

Role-play 1 (two-party, single-issue)

Faculty

João Matos is an Invited Assistant Professor at CATÓLICA-LISBON where he teaches Programme and Negotiation, Communication, Change Management, Intercultural…