Laboratory: negotiation techniques for boosting innovation

Negotiation is a cornerstone skill for driving innovation, whether it involves collaborating across departments, aligning stakeholders, or managing external partnerships. The lab aims to introduce students to foundational negotiation principles, with a specific focus on the concept of BATNA (Best Alternative to a Negotiated Agreement) and its role in decision-making. Through a mix of theoretical input and hands-on exercises, students will explore when negotiation is essential, when it is not, and how to optimize their strategies in various scenarios. The lab provides a progressive learning path, starting from individual negotiation exercises (1-to-1) and advancing to more complex multiparty dynamics, fostering both personal and collaborative skills.

By the end of the lab, students will:
· Understand the concept of BATNA and its application in negotiation strategy.
· Be able to assess when negotiation is the optimal course of action and when alternative approaches are more effective.
· Develop practical negotiation skills through simulated scenarios, including 1-to-1, 1-to-2, and multiparty exercises.
· Build the ability to analyze negotiation dynamics, manage conflicting interests, and foster innovation through effective agreements.
· Gain confidence in handling real-world negotiation challenges with a structured and adaptable approach.