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The ability to influence stakeholders both internally and externally is a key skill in any top executive’s portfolio.

Did you know that negotiation and persuasion techniques — while similar at first thought — are actually opposite psychological processes that together can help you build consensus and drive your agenda?

Professor Bob Bontempo, an expert on managerial negotiations and an advisor to the United Nations and the US Federal Reserve, explains more in this video.



Learn from Bob Bontempo in these Programs

Negotiation Strategies: Creating and Maximizing Value
Through a hands-on approach and a series of negotiation exercises, learn how to negotiate more effectively with various parties — from external clients to internal constituencies.

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Persuasion: Influencing Without Authority
At a time when leadership requires less emphasis on giving orders and more on building consensus, learn highly effective persuasion skills to master business-critical situations like one-on-one negotiations and driving change in your organization’s culture.

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Earn a Columbia Business School Executive Education certificate with select alumni and tuition benefits. Learn more.







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