Negotiating in Uncertain Times: Turning Disruption
into Opportunity

Faculty: Brian Mandell and Tim McDonald

Skilled negotiators understand that careful planning before arriving at the bargaining table is one of the most important elements of a successful negotiation. Yet, even in normal times, negotiations come with many uncertainties.

But these are anything but normal times. In today’s fast-changing world, uncertainty is at an all-time high. Negotiators must navigate financial crises, pandemics, wars, and sweeping social and political movements—while also contending with the rise of artificial intelligence, which has the power to upend entire industries. As societal shifts redefine norms, rules, and decision- making processes, negotiators must adapt quickly to stay ahead.

When disruption and uncertainty are widespread, negotiators often become more risk-averse, hesitant to make long-term commitments, and prone to defensive decision-making. Stress and anxiety rise, while decision-making abilities decline, leading to delays in significant organizational planning.

However, challenging moments can present opportunities. By adopting the right negotiation strategies, you can counteract natural tendencies to retreat or delay—and turn uncertainty into a competitive advantage. In this course, you will learn how to:

• Analyze your previous negotiations and pinpoint areas for improvement that align with current realities
• Identify potential risks and develop mitigation strategies to safeguard your negotiations
• Use scenario-based planning to anticipate potential barriers to effective dealmaking
• Apply a negotiation scorecard and guidelines to outline deal objectives and measure negotiation preparation before and after the agreement
• Create a “Negotiation Support Unit” to identify and assess potential threats, develop mitigation strategies, and drive more effective negotiations across your enterprise

Designed for individuals who are responsible for leading negotiations on behalf of their organizations, this one-day program will equip you with the skills you need to proactively turn disruption into opportunity.