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 Negotiation is the art and science of securing agreements between two or more parties. It is a skill that is central to all occupations and one that is used every single day. Negotiation is a skill that is critical to your success whether you are:
- Dealing with a highly political and emotionally charged situation
- Determining the price and terms when acquiring or selling products or services
- Allocating or requesting project resources for your teams
- Championing a new initiative for your company
- Navigating the political minefields of your firm
- Forming alliances or joint ventures with external partners
The Negotiation Strategies for Executives program delivers immediate benefits. It will provide you with knowledge of a wide variety of powerful and practical negotiation skills, and an opportunity to practice these skills in several experiential exercises. Participants leave the program with a firm understanding of the theory behind negotiations and the confidence to use different negotiation strategies and tactics. |
- Cultivate sustainable relationships through the negotiation process.
- Harness the psychology of influence tactics to help you formulate a winning negotiation strategy.
- Understand how your conflict management style influences your selection of strategies and tactics in a negotiation.
- Learn the tricks-of-the-trade of expert negotiators.
- Convert your negotiation foes into allies.
- Convert your negotiation expertise into a competitive advantage for your firm.
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 This program is designed for managers who would like to enhance their influence, both within their organizations and externally with other organizations and vendors, by sharpening their negotiation abilities. Middle and upper-level managers in all types of industries and functional areas will benefit by attending. A typical audience might include executives in areas such as business development, marketing, mergers and acquisitions, purchasing, consulting, project management, human resources, strategic alliances, finance, e-commerce, manufacturing, engineering, non-profit administration, and general management. |
- Learn how to enhance your negotiation skills to both create value for all parties and claim your fair share
- Learn your strengths and weaknesses as a negotiator. What areas do you need to work on? How does your conflict management style impact the tactics you use in a negotiation?
- Learn the psychology behind influence and negotiation tactics — why do they work so well?
- Gain the confidence to use a more varied repertoire of negotiation skills to adapt your strategy to any given situation
- Learn how to deal with difficulty negotiators
- Learn about the added complexity of team and multiparty negotiation
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 This program provides a unique individualized and interactive approach towards negotiation training. The program provides a foundation of negotiation theory and the opportunity for participants to learn how to apply new negotiation skills and tactics in the context of several experiential simulations. The use of scorable negotiation simulations and self-diagnostic inventories provides participants with individualized feedback on their strengths and weaknesses as negotiators. Each simulation is followed by an extensive debrief; thus the workshop also provides an opportunity for participants to learn how effective their tactics were from the perspective of their negotiation partners. |
INTRODUCTION
- Understanding the parameters of a negotiation
- Learning to use a negotiation planning template to prepare for your negotiations
- Using role plays, scorable negotiation exercises, and self-diagnostic inventories to assess your strengths and weaknesses as a negotiator
- Dealing with irrational tendencies in negotiations
CREATING & CAPTURING VALUE IN NEGOTIATIONS
- Strategies & tactics of distributive (win-lose) negotiation
- Strategies & tactics of integrative (win-win) negotiations
- Understanding the complexity of 2-party, multi-issue negotiations
- Learn how to build trust and share information without compromising your position in a negotiation
POWER & INFLUENCE IN NEGOTIATIONS
- Understanding your sources of power
- Understanding the psychology behind influence & negotiation tactics - - how and why do they work so well
- Practice using new tactics in the context of a negotiation exercise
- Learn how to deal with difficult negotiation partners
- Learn tricks of the trade of expert negotiators
NEGOTIATION IN TEAMS
- Understanding the roles needed within a negotiation team
- Managing negotiating dynamics within your team
- Conducting negotiations between teams
CONFLICT & NEGOTIATIONS
- Understanding the dynamics of conflict in a negotiation
- Learning your conflict management style and the impact it has on your choice of strategies & tactics in a negotiation
- Understanding cross-cultural differences in dealing with conflict
INTERNATIONAL/CROSS-CULTURAL NEGOTIATIONS
- Understanding the added complexity of global negotiations
- Understanding cross cultural differences and how they can impact your negotiation
- Understanding how to capitalize on these differences in norms & values to create additional value in your negotiation
MULTI-PARTY MULTI-ISSUE NEGOTIATION
- Strategies and tactics of multi-party negotiation
- Structuring an agreement with many parties by making mutually beneficial trades across issues
- Managing and mediating a multi-party negotiation
- Understanding the role of coalition formation in multiparty negotiations
CREATING NEGOTIATION CAPABILITIES FOR YOUR FIRM
- Viewing negotiation as a core competency
- Creating a negotiation strategy for your firm
- Aligning your firm’s negotiation strategy with its core values
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 $3,500
Quantity Discount
A discount of 15% will apply to registrations of three (3) or more people from the same company registering as a group for the same specific program. Please note that this offer is contingent upon all registrants enrolling in the same program having the same start date. Program cancellations and program transfers affecting the minimum number of people enrolled in the program for which the discount applied will void the discount.
Cancellation / Transfer Policy
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 Executive Education
Carlson School of Management
University of Minnesota |
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