Introduction to Negotiation: Professional Effectiveness

David Johnson, David Johnson

David Johnson


Course Overview

David Johnson is a Lecturer-in-Law at Stanford Law School, where he teaches Basic and Advanced Negotiation courses in parallel with his full-time work on deals and conflict resolution for tech companies, investors and entrepreneurs in Silicon Valley. Rarely do you find a world-class university instructor who also has such depth of real-world practice in the field he teaches. This is, in fact, the basis for his motto: "Those who can, do; they should also teach."

If you are new to negotiation, this course will present the necessary elements of negotiation so you can begin to build your skills. If you have training and experience with negotiation, revisiting the elements allows you to compare your past experiences with the state-of-the-art thinking in the field.

This course is specifically designed to take advantage of the unique tools and functionality of the NovoEd Platform; you will work closely with others students on assignments, discussion prompts, exercises and negotiation simulations. While key subject matter receives significant coverage by your teacher, almost all of the videos are packaged in easily consumable 5-7 minute video modules. Also, you will have a chance to pose questions, receive feedback, and participate in real-time Q&A sessions with your instructor using the latest in live video streaming technology.

About the Instructor

David W Johnson is a Lecturer-in-Law at Stanford Law School, where he has taught both the Basic Negotiation and Advanced Negotiation/Transactions courses across the last ten years, alongside his full-time law practice. He is a 20-year veteran of Silicon Valley, having held leadership roles as General Counsel in several tech companies, public and private, and consulted for a range of organizations, from non-profits and NGOs to start-ups, venture funds, and Fortune 50s.

Course Competencies

By the end of this short course you will better understand:

  • Your Current Negotiation Style : with reference to the five archetypes.
  • Anchoring Tactics : how a first offer works, or sometimes doesn't work.
  • Concession Patterns : how making concessions operates to best effect.
  • Culture : how different views of the world, of business, and of negotiation will affect outcomes.
  • Curating Your Information : analyzing the information you receive and identifying the type of information your counterpart is withholding.
  • Managing Deception : whether by omission or commission, deception must be anticipated, identified and managed.
  • Dealing with Negative Emotions : how to work with and through the negative feelings that infect many negotiations.

Learner Testimonials

"My learning goal was to understand Negotiation; what does it mean? what styles there are? what are the strengths and weaknesses of each? How to apply them in my life and career. I can truly say I have learned all these points and continue to learn."

"The material presented was meticulous in its organization and simplified the process. The instructor also utilized visual imagery via art and landscapes which made the material engaging and interesting."

"During this course, I found new perspectives for family and work relationships, principally about honesty, reciprocity, perceptions, untruth, among others. An extraordinary aspect of this experience is simplicity, kindness, and disposition of Professor Johnson."

Check out course highlights »
Dates:
  • Coming soon
Course properties:
  • Free:
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  • Language: English Gb

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