WHAT TO EXPECT FROM THE MASTERCLASS
Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. Negotiations are ubiquitous and entrepreneurs and leaders negotiate all the time, be it with employees, external stakeholders, vendors, VCs, etc.
This Masterclass will teach you the strategy and psychology of effective negotiations.
In this session, to encourage active learning, you will negotiate a case – Coast News.
Based on your experiences in this case, we will discuss the fundamentals of negotiations so that you can properly prepare for a negotiation, grow the pie, and claim a share of the pie for yourself.
FACULTY
Gillian Ku
- Gillian Ku is a Professor of Organisational Behaviour at London Business School. BA (Harvard) MS PhD (Northwestern)
- Gillian teaches negotiations at London Business School’s full-time MBA and Executive Education programmes. She consults with Oman Oil, Roche, Rabobank and eBay.
- Gillian Ku is a recognized world expert in the broad area of negotiations focusing on:
- Decision-making
- Interpersonal relationships
- The dynamics of emotionally-charged decision-making
- Decision-making processes involved in negotiations
- Gillian’s work and research has been featured at International Media, including CNN, Chicago Tribune, The New York Times Magazine, BusinessWeek.com, and The Telegraph.
