Negotiating for Success

Foster School of Business

How long?

  • 2 days
  • online, in person

Foster School of Business

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Business Communication

Today communication skills are more important than they ever have been. In order to get success in contemporary and such a complex, global, technologi...

Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Reviews

Comprehensive course analysis

Unbiased reviews from past participants
Global companies alumni of this course worked for
Positions of participants who took this course
Countries where most past participants are from
FREE
Individual needs analysis

About the course

Enhance your negotiation skills through proven techniques and hands-on practice

Your ability to negotiate and apply influence are critical to success in both your personal and professional life. From communication with your co-workers, to reconciling competing interests across departments, to structuring agreements with your customers, this practical two-day program will provide you with frameworks and approaches to arrive at the best outcomes for yourself and your organization. You will develop an awareness of common problems faced in negotiations and optimal approaches to address a broad spectrum of scenarios.

Benefits of attending

Gain practical skills to negotiate effectively, develop buy-in, and achieve your desired results. The curriculum will prepare you with skills and confidence to approach negotiations for numerous organizational situations.

  • Discover your personal negotiation style and how to draw from other approaches
  • Develop a toolkit of strategies applicable to future situations
  • Grow your leadership presence by improving your ability to persuade others

In addition to lectures, in-class discussions, and advance readings, participants will engage in simulations to practice the concepts taught in the program. Participants will gain experience and receive feedback through exercises in both single-issue and multiparty negotiation.

Content overview

Why Most People are Not Good Negotiators

Just like any skill, negotiation requires training and feedback to improve one’s performance. Learn common misconceptions about negotiation and discuss the skills necessary to success.

A Focus on Interests

Discover what information is good to share and what information you should not reveal in a negotiation. We will also discuss strategies identified by research that allow negotiators to reveal their negotiation partner’s interests.

Assessing Your Negotiation Personality

Your personal style has profound implications for how you perform in a negotiation. Each participant will assess their own negotiation style and discuss ways to tap into a wide range of approaches.

Preparing for Success

You will learn pivotal concepts that are essential to your negotiation preparations. Learn how to think through your priorities, the other party’s motivations, and what information you need to perform well.

Four Common Pitfalls in Negotiations

People tend to fall victim to common traps when they negotiate. Become familiar with these potential pitfalls and how to avoid them.

Choosing your Approach

Not all negotiations are the same. You will learn to employ appropriate tactics for differing situations. You will also learn specific ways to influence and affect the other party’s behavior.

Multiparty Negotiations

Research has identified common mistakes and process losses made by individuals involved in multiparty negotiations. We will discuss these potential mistakes and process losses and how to prevent them.

Schedule at a Glance

DAY 1

  • 8:00 a.m. – 8:30 a.m. Check-In and Continental Breakfast
  • 8:30 a.m. – 11:45 a.m. Class
  • 11:45 p.m. – 12:30 p.m. Lunch provided
  • 12:30 p.m. – 3:45 p.m. Class

DAY 2

  • 8:00 a.m. – 8:30 a.m. Check-In and Continental Breakfast
  • 8:30 a.m. – 11:45 a.m. Class
  • 11:45 p.m. – 12:30 p.m. Lunch provided
  • 12:30 p.m. – 3:45 p.m. Class

Experts

Elizabeth Umphress

Education PhD Tulane University (2003) BA University of Texas (1997) Academic Expertise ethics organizational behavior Current Research Ethical Decision Making, Organizational Justice, Diversity Issues Positions Held At the University of Washington since 2011 Associate Professor at Texas A...

Videos and materials

Negotiating for Success at Foster School of Business

From  $1,350
Add coaching to your course booking

Coaching can personalize and deepen learning for you and your organization.


Something went wrong. We're trying to fix this error.

Thank you for your application

We will contact the provider to ensure that seats are available and, if there is an admissions process, that you satisfy any requirements or prerequisites.

We may ask you for additional information.

To finalize your enrollment we will be in touch shortly.

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Business Communication

During the courses, you will explore various communication strategies developed by experts in psychology, experienced enterprises, and professors of leading universities. Throughout the Business Communication courses, you also will be faced with an o...

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.