Any Executive Program in Business Management Should Discuss Negotiation

Negotiation. The word strikes fear in the heart of everyone from backpacking travelers to CEOs of international firms. It requires a knowledge of the culture of any particular transaction, the basic starting point acceptable for negotiation, and myriad psychological factors that can help you understand how to win a negotiation and still have the other person feel good about it. Of course, the best solution to any negotiation is always a win-win solution, but when that can’t be achieved, you will need to know how to “get your way.” A good Executive MBA program should provide you with those tools.

In addition to listening to your professors, you may want to do a little extra reading on the side. Many excellent books are being put out about negotiation these days, and the principles apply to everything from bartering at a roadside stand to making million-dollar deals. So don’t hesitate to buy some of today’s most well-regarded negotiating manuals:

• Bargaining with the Devil, by Harvard professor Robert Mnookin
• Putting on the Pressure: How to Make Wise Threats in Negotiation, by Northwestern University professor Adam Galinsky and Brigham Young University assistant professor Katie Liljenquist

Overcoming Stage Fright: How to Prepare for a Negotiation by Harvard Business School professor Michael Wheeler

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