Negotiating in Turbulent Times

Maximize outcomes from every negotiation you do while building and maintaining quality relationships. Dr. Medvec, Northwestern University’s premier negotiations expert, has several critical negotiation tools useful during turbulent times – ranging from emphasizing “avoidance of loss” vs. “benefits” to the importance of driving all negotiations via synchronous communication – a critical technique for dramatically reducing sales cycle time.

It is challenging to be calm in the midst of the stress that a negotiation environment can create. Many of you are probably encountering tough negotiations as a result of the economic pressure today. In this course, we will talk about how to manage these challenges by using the right negotiation strategies.

Though challenging, today’s business environment also creates many opportunities. This course will highlight how to leverage these opportunities to your advantage. Crisis creates the opportunity to build customer relationships because of customers’ increased dependence on you. Crisis also creates the perfect opportunity to lead change initiatives. People tend to be risk seeking in the domain of losses and risk-averse in the domain of gains. This makes the status quo very sticky in gain periods. The losses we are currently experiencing create an ideal environment for change.