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The Art and Science of Negotiation

Malia Mason
Courtney C. Brown Professor, Columbia Business School

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Categories covered by this breakout session

About this breakout session

Successful negotiation is often considered an art form, but it’s also an expertise that can be developed with practice. Columbia Business School professor Malia Mason will lead participants through an interactive, role-play exercise that sharpens your bargaining expertise.

  • Key Negotiations Lessons PDF
  • Recommended Readings PDF


  • Attendees learn how to:

  • Develop a framework for thinking about and preparing for deal making.
  • Steer clear of the pitfalls that plague most bargainers.
  • Strategies to increase the “pie” and negotiate value-creating deals.
  • Identify their strengths as negotiators and work on weaknesses.
  • Experiment with different techniques and explore what works and doesn’t work for them.
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