{"id":12250,"date":"2024-11-12T13:46:06","date_gmt":"2024-11-12T18:46:06","guid":{"rendered":"https:\/\/web.uri.edu\/osi\/?page_id=12250"},"modified":"2026-02-10T09:56:38","modified_gmt":"2026-02-10T14:56:38","slug":"negotiation","status":"publish","type":"page","link":"https:\/\/web.uri.edu\/osi\/negotiation\/","title":{"rendered":"Business Negotiation"},"content":{"rendered":"<section class=\"cl-wrapper cl-hero-wrapper\"><div class=\"cl-hero   cl-has-accessibility-controls\"><div class=\"cl-hero-proper\"><div class=\"overlay\"><div class=\"block\"><h1>Business Negotiation<\/h1><p>The Art and Science of Creating Value in Every Deal<\/p><\/div><\/div><div class=\"still\" style=\"background-image:url(https:\/\/web.uri.edu\/osi\/wp-content\/uploads\/sites\/1679\/BusinessHandshake.jpg);\"><\/div><div class=\"cl-accessibility-controls-container\"><div class=\"cl-accessibility-controls\"><div class=\"cl-accessibility-icon\" title=\"Accessibility controls\">Accessibility controls<\/div><div class=\"cl-accessibility-control cl-accessibility-motion-control cl-accessibility-control-hidden\"><div class=\"cl-accessibility-control-default\"><div class=\"cl-accessibility-control-button\" title=\"Pause motion\">Pause motion<\/div><div class=\"cl-accessibility-control-label\">Motion: <span class=\"cl-accessibility-syntax\">On<\/span><\/div><\/div><div class=\"cl-accessibility-control-alternate\"><div class=\"cl-accessibility-control-button\" title=\"Play motion\">Play motion<\/div><div class=\"cl-accessibility-control-label\">Motion: <span class=\"cl-accessibility-syntax\">Off<\/span><\/div><\/div><\/div><div class=\"cl-accessibility-control cl-accessibility-contrast-control\"><div class=\"cl-accessibility-control-default\"><div class=\"cl-accessibility-control-button\" title=\"Increase text contrast\">Increase text contrast<\/div><div class=\"cl-accessibility-control-label\">Contrast: <span class=\"cl-accessibility-syntax\">Standard<\/span><\/div><\/div><div class=\"cl-accessibility-control-alternate\"><div class=\"cl-accessibility-control-button\" title=\"Reset text contrast\">Reset text contrast<\/div><div class=\"cl-accessibility-control-label\">Contrast: <span class=\"cl-accessibility-syntax\">High<\/span><\/div><\/div><\/div><div class=\"cl-accessibility-system-setting\"><div class=\"cl-accessibility-toggle\" title=\"Apply my preferences site-wide\"><\/div><div class=\"cl-accessibility-toggle-label\">Apply site-wide<\/div><\/div><\/div><\/div><\/div><\/div><\/section>\n<div class=\"cl-tiles halves\">\n<div>\n<h1><strong>Program Overview<\/strong><\/h1>\n<div>\n<p>When you&#8217;re discussing project scope with a client, determining budget allocations with finance, securing resources from senior leadership, establishing vendor contracts, setting pricing for your services, or forming strategic partnerships\u2014you&#8217;re negotiating. The question isn&#8217;t whether you negotiate; it&#8217;s whether you do it <em>strategically<\/em>.<\/p>\n<\/div>\n<div>\n<p class=\"font-claude-response-body break-words whitespace-normal leading-[1.7]\"><strong>Business Negotiation<\/strong> is a comprehensive training program that transforms participants from reactive bargainers into strategic deal-makers. Drawing from decades of research in game theory, behavioral economics, and negotiation science, this program equips professionals with frameworks and tactics to create value, claim value, and build relationships that lead to sustainable business success.<\/p>\n<\/div>\n<\/div>\n<div>\n<div>&nbsp;<\/div>\n<div>\n<section class=\"cl-wrapper cl-boxout-wrapper\"><div class=\"cl-boxout  \"><h1>Partner with us<\/h1><p>We believe in the power of collaboration. By partnering with OSI, you\u2019ll receive customized solutions tailored to your unique business needs. From initial consultation to implementation and evaluation, we\u2019re with you every step of the way.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;<\/p>\n<p>Discover how our programs can transform your organization and unlock new opportunities for growth.<\/p><\/div><\/section><br \/>\n<a class=\"cl-button   prominent\" href=\"https:\/\/web.uri.edu\/osi\/contact\/\" title=\"\">Contact our team<\/a><\/p>\n<\/div>\n<\/div>\n<\/div>\n<h2><strong>Benefits and Outcomes<\/strong><\/h2>\n<p>Participants learn that negotiation isn&#8217;t about &#8220;winning&#8221; or manipulating others\u2014it&#8217;s about<strong> creating value that didn&#8217;t exist before the conversation.<\/strong> The best negotiators expand the pie before dividing it, build long-term relationships while securing favorable terms, and find creative solutions that satisfy both parties&#8217; underlying interests.<\/p>\n<p>Program participants will walk away with concrete skills related to:<\/p>\n<ul>\n<li><b>Positional vs. Interest-Based Negotiation<\/b><span style=\"font-weight: 400\">&nbsp;&#8211; Understand why haggling over positions creates deadlock, while exploring underlying interests unlocks creative solutions.<\/span><\/li>\n<li><b>Creating Value vs. Claiming Value<\/b><span style=\"font-weight: 400\"> &#8211; Master the dual challenge of negotiation: expanding the total value available (integrative bargaining) while securing your fair share (distributive bargaining).<\/span><\/li>\n<li><b>Research and Intelligence Gathering<\/b> &#8211; Investigate the other party&#8217;s business pressures, constraints, and priorities and identify stakeholders and decision-making processes.<\/li>\n<li><b>Setting Objectives and Limits<\/b> &#8211; Define ideal and target outcomes, identify your reservation point, and anticipate trade-offs and concessions.<\/li>\n<li><b>Developing A Negotiation Strategy<\/b> &#8211; Choose between competitive, collaborative, or mixed approaches.<\/li>\n<li><b>Opening Moves and Anchoring<\/b> &#8211; Master&nbsp;<span style=\"font-weight: 400\">the art of the first offer and understand the role of anchoring bias.<\/span><\/li>\n<li><b>Managing Emotions and Difficult Tactics<\/b> &#8211; Recognize emotional triggers, and respond to hardball tactics: ultimatums, take-it-or-leave-it offers, artificial deadlines.<\/li>\n<li><b>Breaking Deadlocks and Impasses<\/b> &#8211; Identify why negotiations stall and reframe issues to create new possibilities.<\/li>\n<li><b>Identifying Next Steps&nbsp;<\/b>&#8211; Documenting terms, or recognizing when to walk away, while leaving doors open for future opportunities.<\/li>\n<\/ul>\n<h2><strong>Customization and Implementation<\/strong><\/h2>\n<div>\n<div>_*]:min-w-0&#8243;&gt;<\/p>\n<p class=\"font-claude-response-body break-words whitespace-normal leading-[1.7]\"><strong>Ideal For:<\/strong><\/p>\n<ul class=\"[li_&amp;]:mb-0 [li_&amp;]:mt-1.5 [li_&amp;]:gap-1.5 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-2 pl-8 mb-3\">\n<li class=\"whitespace-normal break-words pl-2\">Sales professionals and business development teams<\/li>\n<li class=\"whitespace-normal break-words pl-2\">Procurement and supply chain managers<\/li>\n<li class=\"whitespace-normal break-words pl-2\">Project managers and consultants<\/li>\n<li class=\"whitespace-normal break-words pl-2\">Entrepreneurs and small business owners<\/li>\n<li class=\"whitespace-normal break-words pl-2\">Account managers and client-facing roles<\/li>\n<li class=\"whitespace-normal break-words pl-2\">HR professionals handling compensation negotiations<\/li>\n<li class=\"whitespace-normal break-words pl-2\">Anyone who negotiates contracts, pricing, partnerships, or deals<\/li>\n<\/ul>\n<p class=\"font-claude-response-body break-words whitespace-normal leading-[1.7]\"><strong>Available Formats:<\/strong><\/p>\n<ul class=\"[li_&amp;]:mb-0 [li_&amp;]:mt-1.5 [li_&amp;]:gap-1.5 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-2 pl-8 mb-3\">\n<li class=\"whitespace-normal break-words pl-2\"><strong>Standard Program:<\/strong> Three 2-hour sessions (6 hours total) via Zoom or in-person<\/li>\n<li class=\"whitespace-normal break-words pl-2\"><strong>Intensive Workshop:<\/strong> Full-day immersive training with extended simulations<\/li>\n<li class=\"whitespace-normal break-words pl-2\"><strong>Executive Program:<\/strong> Advanced strategies for C-suite and senior leaders<\/li>\n<li class=\"whitespace-normal break-words pl-2\"><strong>Industry-Specific Customization:<\/strong> Tailored to real estate, healthcare, technology, manufacturing, professional services, or your sector<b style=\"font-family: Lato, Hind, Arial, sans-serif;font-size: 1.3rem\"><\/b><\/li>\n<\/ul>\n<p><strong>Advanced Topics Include<\/strong>:<\/p>\n<ul>\n<li><b>Multi-Party Negotiations<\/b><\/li>\n<li><b>Cross-Cultural Negotiation<\/b><span style=\"font-weight: 400\">&nbsp;<\/span><\/li>\n<li><b>Virtual Negotiation<\/b><span style=\"font-weight: 400\">&nbsp;<\/span><\/li>\n<li><b>Negotiating with Difficult Personalities<\/b><span style=\"font-weight: 400\">&nbsp;<\/span><\/li>\n<li><b>Long-Term Relationship Negotiation<\/b><span style=\"font-weight: 400\">&nbsp;<\/span><\/li>\n<li><b>Internal Negotiations<\/b><\/li>\n<\/ul>\n<\/div>\n<\/div>\n<h2><strong>Why Choose This Program<\/strong><\/h2>\n<p class=\"font-claude-response-body break-words whitespace-normal leading-[1.7]\">Reading about negotiation doesn&#8217;t make you a skilled negotiator any more than reading about swimming makes you a swimmer. You must practice in realistic scenarios with expert coaching. URI OSI&#8217;s Business Negotiation training dedicates 50%+ of program time to simulations, role-plays, and exercises where participants:<\/p>\n<ul class=\"[li_&amp;]:mb-0 [li_&amp;]:mt-1.5 [li_&amp;]:gap-1.5 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-2 pl-8 mb-3\">\n<li class=\"whitespace-normal break-words pl-2\">Experience the stress and uncertainty of real negotiations<\/li>\n<li class=\"whitespace-normal break-words pl-2\">Make mistakes in safe environments where stakes are low<\/li>\n<li class=\"whitespace-normal break-words pl-2\">Receive immediate feedback on what worked and what didn&#8217;t<\/li>\n<li class=\"whitespace-normal break-words pl-2\">Iterate and improve before facing real-world consequences<\/li>\n<\/ul>\n<p class=\"font-claude-response-body break-words whitespace-normal leading-[1.7]\">This program provides specialized skills for situations where parties have competing interests and must reach formal agreements\u2014scenarios requiring different preparation, tactics, and mindsets than everyday workplace conversations.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Program Overview When you&#8217;re discussing project scope with a client, determining budget allocations with finance, securing resources from senior leadership, establishing vendor contracts, setting pricing for your services, or forming strategic partnerships\u2014you&#8217;re negotiating. The question isn&#8217;t whether you negotiate; it&#8217;s whether you do it strategically. Business Negotiation is a comprehensive training program that transforms participants [&hellip;]<\/p>\n","protected":false},"author":573,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"footnotes":"","_links_to":"","_links_to_target":""},"class_list":["post-12250","page","type-page","status-publish","hentry"],"acf":[],"_links":{"self":[{"href":"https:\/\/web.uri.edu\/osi\/wp-json\/wp\/v2\/pages\/12250","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/web.uri.edu\/osi\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/web.uri.edu\/osi\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/web.uri.edu\/osi\/wp-json\/wp\/v2\/users\/573"}],"replies":[{"embeddable":true,"href":"https:\/\/web.uri.edu\/osi\/wp-json\/wp\/v2\/comments?post=12250"}],"version-history":[{"count":5,"href":"https:\/\/web.uri.edu\/osi\/wp-json\/wp\/v2\/pages\/12250\/revisions"}],"predecessor-version":[{"id":14398,"href":"https:\/\/web.uri.edu\/osi\/wp-json\/wp\/v2\/pages\/12250\/revisions\/14398"}],"wp:attachment":[{"href":"https:\/\/web.uri.edu\/osi\/wp-json\/wp\/v2\/media?parent=12250"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}