Strategic Negotiation Programme brochure

Programme details

Enhance your negotiation techniques to maximise value. This highly practical, three-day residential programme takes place at Cranfield Management Development Centre, addressing both distributive negotiation (often known as ‘hard bargaining’) and integrative negotiation approaches.

Distributive negotiation A form of negotiation in which the involved parties give each other offers and counter offers in sharing a given fixed resource. The individuals involved in the negotiations want the best offer that favours them.

Integrative negotiation Emphasises building good relationships to increase the chances of everyone getting what they want. Creating value in contexts characterised by partnership and long-term collaboration.

Cranfield School of Management in collaboration with The Gap Partnership (a leading negotiation training firm) and behavioural experts from Practive (a specialist experiential learning consultancy) has designed this high-impact programme to help you achieve meaningful outcomes in strategic negotiation. The main focal areas of the programme include (but are not limited to):

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www.cranfield.ac.uk/som/snp +44(0)1234 754500

execdev@cranfield.ac.uk