Introduction to Negotiation
School: Stanford University
Start Date: August 4, 2014 (6 Weeks)
Workload: Not Specified
Instructor: David Johnson
Credentials: A practicing attorney, David Johnson has taught negotiation skills at Stanford University’s business and law schools. Johnson, who earned his JD at the University of Miami and his JSM in Law, Science and Technology from Stanford, has represented companies ranging from Apple to Merrill-Lynch. Aside from negotiation, his areas of expertise include patents, copyrights, trade secrets, anti-trust, and corporate transactions and governance. He has also served as General Counsel for various technology companies in Silicon Valley and provided consultation to former Vice President Al Gore.
Graded: Not specified
Description: ‘Everything is a negotiation.’ Ever hear that line? In business, people are constantly negotiating, whether they’re seeking better terms or simply to identify what will motivate others. In this course, students will learn key strategies for negotiating that foster trust and partnership. In particular, students will be trained on how to manage their emotions to avoid mistakes; respond to specific negotiating contexts and styles; gather intelligence before and during a negotiation; and the when and how behind making concessions. In short, students will step into their counterpart’s shoes, to learn how their tactics are driving their desired outcomes.