18-hour course in Negotiation Skills for Entrepreneurs for Master in Entrepreneurship & Innovation
PROJECT TYPE
Credit bearing postgraduate course
CLIENT
SKEMA Business School
COURSE
Negotiation Skills for Entrepreneurs
PROJECT OVERVIEW
The course overview
Knowing what you want is great. But it is not enough to be a successful entrepreneur.
This course is built upon the fundamental premise that a successful entrepreneur is able to work with and leverage the talents and resources of others in their network. Together, we will explore how to hone our communication skills to liaise with others and improve our understanding of another persons’ true need.
We shall look into conflict and its’ role in a start-up, whilst also exploring how to influence others and building our repertoire of essential negotiation skills so that we can know how to best engage in practical scenarios that every start-up will experience, like:
- How much should we pay our first employees?
- What should we consider when negotiating our first sale with a large client?
- What happens if/when investors get interested in your business?
The client
Deliverables
- 6 customised training workshops
- 2 graded assignments
Learning objectives:
- Distinguish between different types of conflict, thus recognising the context from which to determine an appropriate action
- Recognise your personal strengths, and how these may be applied to sway the decision-making process
- Overcome misunderstanding and utilise influence in order to steer consensus towards meeting your desired outcome
- Figure out ZOPA areas and know how to use BATNA to your advantage during the negotiation process
- Recognise potential roadblocks that may occur during a diverse range of negotiation scenarios that start-ups encounter.
Participants
- 15 post graduate students
Location
Suzhou, China
Class 1: Be a negotiator: The essentials & role play
- Role play activity (setting expectations for assignment activity in class 6)
- 8 basic principles of negotiation (Malhotra & Bazerman (2008))
- Course overview
Class 2: Become the negotiator: Know your strengths
- Traits of an ideal negotiator
- Improved understanding of self within perspective of negotiation skills
- How character may impact negotiation outcome
Class 3: Become the negotiator: Know others
- Identifying another persons’ character style
- Recognising strengths in others and then flexing in order to complement or leverage
- Review on how personality and character impact negotiation styles
Class 4: Planning to influence
- Understanding the role of conflict within an organisation
- Acknowledging the power of influence & Cialdini’s 6 Principles of Influence
- Practical factors to consider when planning for a negotiation
Class 5: Case studying negotiations
- Considering when and how to raise investment for your start-up
- Essential skills for your repertoire
- Learning from Caterpillar and AIG on the challenges of cross-cultural negotiations
Class 6: Role play assignment
- Assignment 1: 60 minute group simulation wherein each participant is given a specific role within a situation and needs to achieve predetermined objectives in a 6-person negotiation
- Post-simulation reflections
Examination
- Assignment 2: Closed-book examination