Negotiate high-stakes deals with boards, regulators, and partners
7 lessons
45 min
intermediate
What you'll learn
Distinguish high-stakes executive negotiations from routine business negotiations
Define the foundational concepts of BATNA, walkaway point, and stretch goal in the context of board, regulator, and partner talks
Recognize how negotiating with boards, regulators, and partners differs in stakes, visibility, and process
Map stakeholders' core interests and identify overlapping incentives to anchor negotiations
Set clear boundaries and non-negotiables early, and determine a BATNA to avoid unfavorable concessions
Apply a preparation framework covering aspirations, underlying interests, BATNA and reservation point
Finishing the course
28 knowledge-check questions along the way, so you know the ideas stuck before you move on.
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Part of the Executive Leadership learning path. Enrol in the path and finish its required courses to earn one certificate for all of them.