This module on Negotiation Management Training is part of the curriculum of critical management courses for developing leadership competencies and management talent.

Negotiation Competencies – the ability to:

  • Acknowledge value differences in the process of communication among parties
  • Separate people from the problem during contention
  • Base discussions on interests as opposed to positions
  • Apply creativity to explore novel alternatives in reaching an amicable compromise
  • Base settlements on objective criteria

Recommended materials

  • Harvard Business Essentials Guide to Negotiation by Business Essentials Harvard (Jul 2003)
  • Getting to Yes: Negotiating Agreement Without Giving In by Bruce M. Patton, William L. Ury, and Roger Fisher (April 1992)
  • Negotiation by Roy Lewicki, David Saunders, and Bruce Barry (Mar 2009)
  • HBR Spotlight: China Tomorrow The Chinese Negotiation. By: Graham, John; Lam, N. Mark. Harvard Business Review, Feb2004, Vol. 82 Issue 2
  • Negotiating With Liars. By: Adler, Robert S.. MIT Sloan Management Review, Summer2007, Vol. 48 Issue 4

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