MODULE | Brussels | 12-13 December
Negotiation
With Prof. Dr. Mihael Jeklic (King’s College London)
Overview
This module combines decades of research in behavioural decision science, economics, and cognitive psychology to build advanced negotiation skills. It covers key models like the Harvard principled method and decision analysis, blending theory with practical exercises and debriefs to prepare participants for complex, multi-party negotiations with confidence and strategic insight.
Key Topics:
- Conceptual frameworks for negotiation and strategic interdependence
- Value claiming strategies and competitive negotiation tactics
- Value creation techniques in integrative negotiation
- Cognitive psychology and behavioral science insights into negotiation
- Experiential learning through negotiation exercises and simulation cases.
After this course you will be able to:
- Utilize key concepts from behavioral decision science and behavioral economics in negotiation and decision-making.
- Identify and apply different negotiation strategies, including value claiming and value creating approaches, and analyze negotiations from a strategic perspective.
- Use a range of analytical frameworks to prepare for, conduct, and debrief negotiations across various contexts.
- Apply the classical Harvard Principled method and other theoretical models in practical negotiation settings.
- Use tools such as checklists, preparation templates, and negotiation planners to structure and evaluate negotiation processes effectively.
- Recognize and adapt to different negotiation styles, using appropriate tools to manage each style.
- Critically reflect on negotiation processes using insights from cognitive-behavioral research to identify biases and improve outcomes.
Price of the module – 2300 EUR
Limited seats available
Faculty
Mihael Jeklic
- A lecturer (Assistant Professor) and the Director of Professional Skills at King’s College London.
- Before joining academia, Mihael was a teaching assistant at the Negotiation Project at Harvard during his studies.
- Spent 10 years as an investment banker with a development bank in London and as a consultant advising a government in banking privatization.
- His academic research focuses on (social) cognition in negotiation and strategic decision making with a special emphasis on cognitive bias and debiasing techniques. Mihael has a law degree from Harvard and a PhD in cognitive psychology from UCL.
Interested in the module? Apply!
Fill in the form, and we will get in touch to provide more information.
ApplyInterested in the module? Contact:
Dovilė Vyčinė
Director, Business Development
+370 653 95 959
dovile@bmiinstitute.com
