Negotiation Strategies for Women

Date: Thurs., September 27, 2012
Time: 8 a.m.–5 p.m.
Tuition: $895
  • Overview
  • Objectives
  • Faculty
  • Program Details

Women have not traditionally fared well in situations that include negotiation. Moreover, women who do negotiate tend to be very tentative when compared to men. Research indicates that men are more confident in asking for more money, promotions, contracts and work assignments, while women often let negotiable opportunities slip by.

Women must learn how to recognize these opportunities and create negotiation strategies. They must develop an understanding of unspoken attitudes, hidden assumptions, and conflicting agendas that drive the negotiation process—and how to use that knowledge to their advantage.

What you will gain
  • Create and capture value in negotiations
  • Identify the strategies and tactics of distributive (win-lose) and integrative (win-win) negotiations
  • Learn to enhance your negotiation skills to both create value for all parties and claim your fair share
  • Recognize communication styles
  • Understand shadow negotiation

Lori Abrams
Lori J. Abrams is a Senior Lecturer in the Department of Strategic Management and Entrepreneurship at the Carlson School of Management, University of Minnesota. She is also a communication consultant and trainer for a variety of organizations and has expertise in survey design, needs analysis, and change agent skills. Abrams is a former manager at RSM McGladrey’s consulting division where she conducted HR audits and Executive Training. She earned her doctorate in Organizational Communication from the University of Minnesota with a research focus in healthcare management and her BA from the University of California.

Location

Executive Education
Carlson School of Management
University of Minnesota
321 19th Ave. S.
Minneapolis, MN 55455-0438

Tuition and Payment Method

Credit card or subscription only.

Quantity Discounts

Save 10% when you register for two classes at the same time.
Save 15% when you register for three classes at the same time.
Save 15% when three or more people from the same organization register as a group for the same program.

 

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Contact Information

Jennifer Rostami

Jennifer Rostami
Business Development Manager
Phone: 612-625-5412
Email: jrostami@umn.edu

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