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Fuqua School of Business

Business Negotiation Skills

Business Negotiation Skills
Nov 3—6, 2019
4 days
Durham, North Carolina, USA
USD 6700
USD 1675 per day
May 12—15, 2020
4 days
Durham, North Carolina, United States
USD 6700
USD 1675 per day
Oct 13—16, 2020
4 days
Durham, North Carolina, United States
USD 6700
USD 1675 per day

How it works

Disclaimer

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Description

Negotiation is both art and science. Gaining skill in this fundamental aspect of management and leadership will ensure you achieve the best outcomes possible in business, and in life. Our Business Negotiations Skills program provides context on underlying dynamics in interactions, teaching techniques to wield influence in different scenarios and giving you opportunities to practice different strategies. You’ll develop new capabilities, becoming the kind of negotiator who can capitalize on strengths while leveraging the perspectives of others around the table.

Program Format

Over 3 days, you’ll focus on skills development. Engaging class discussions provide insight on key concepts, while a series of live negotiations in a variety of diverse settings ensure you integrate core principles with personal experience.

Curriculum

Discussion topics in this program are designed to help you see differences as opportunities - rather than obstacles - in a negotiation. Covering a range of subjects that draw on the most current research in management and leadership, you’ll learn effective strategies that can help you attain better outcomes.

Course Topics

  • Introduction to Negotiations
  • Distributed Negotiations
  • Integrative Negotiations
  • Dispute Resolution
  • Negotiating Across Divides

Program Objectives

At the conclusion of the program you’ll be able to:

  • Attain a comprehensive understanding of effective negotiation skills
  • Interpret others' behavior at the negotiating table through analysis
  • Anticipate differences in others' negotiation strategy to avoid misunderstandings
  • Evaluate diverse perspectives and preferences that bring people together

Who should attend

Because negotiation skills are required at all levels of an organization and in a variety of other circumstances, this program will benefit any professional who leads and manages projects, processes, and teams, or who deals with internal and external stakeholders.

Experts

Academic Area: Management and Organization Teaching / Research Interests Dynamics of Bargaining, Managerial Effectiveness Bio Dr. Ashleigh Shelby Rosette  Dr. Ashleigh Shelby Rosette is an Associate Professor of Management and Organizations and a Center of Leadership and Ethics scholar at ...

Next dates

Nov 3—6, 2019
4 days
Durham, North Carolina, USA
USD 6700
USD 1675 per day
May 12—15, 2020
4 days
Durham, North Carolina, United States
USD 6700
USD 1675 per day
Oct 13—16, 2020
4 days
Durham, North Carolina, United States
USD 6700
USD 1675 per day

How it works

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