Program convener and Yale SOM lecturer Daylian Cain, PhD will help you develop your own unique negotiating style that can be applied in both professional and personal situations. As technology and automation continue to transform the nature of work, interpersonal skills are becoming increasingly relevant as a way to add a competitive edge in business. The focal point of this program is developing practical negotiation skills through live sessions with fellow participants that will prepare you to be an effective leader in a world characterized by increasing complexity.
The ability to successfully negotiate in a way that delivers value for all parties sets a collaborative tone for future conflict resolution and is an impactful way to stand out as a leader in your organization. Collaborative negotiation places people at the heart of any agreement, deal, or mediation. This helps ensure that all parties involved feel that they have a sense of control and that the outcome is a win-win situation. It also fosters transparency and trust, separates the people from the problem, and encourages shared responsibility for the end result.
11:00am - 3:30pm EST
Negotiation Mind Games: Collaborating with Difficult People
Professor Cain teaches Yale MBAs and executives on topics in behavioral economics and, as he puts it, “why smart people do dumb things.” Applying these insights to negotiations, he will group participants in pairs to negotiate a deal and receive coaching on how to better collaborate towards win-win deals. He will reveal what the most efficient collaborations look like and then provide direction on how to reach such agreements in real life. For example, how do you obtain information from the other side when the other side is difficult to work with?