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McCombs School of Business

Negotiation and Collaborative Decision-Making

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3 Key Strategies of Effective Negotiators

Next dates

Jun 24—25
2 days
Austin, Texas, United States
USD 2950
USD 1475 per day
Oct 30—31
2 days
Austin, Texas, United States
USD 2950
USD 1475 per day




A hands-on approach to enhancing your negotiation and collaboration capabilities, equipping you to drive better outcomes in challenging one-on-one and multi-party situations.

Rarely are important business decisions made independently. Significant opportunities require working with, and through, other people who may bring an entirely different vision and need-set to the table. Learning to negotiate and collaborate “on the fly” is extremely difficult at best, absent any clear feedback. In this highly interactive course, participants progress through a series of challenging problems and experiences, gaining tools and strategic insights that can be readily applied to drive success in future competitive interactions.

Strategic Decision and Risk Management

Clarify problems, explore available options, develop a structured framework, understand the impact, and commit to your choice.

Two Day Concentrated Program

Registration begins at 8:00 a.m. and class runs 8:30 – 4:30 both days with a one-hour networking lunch included.

Austin, Texas

Enjoy proximity to the vibrancy of the campus and downtown Austin, and the innovative, business-friendly environment of the city.


  • Gain a better understanding of competitive and cooperative situations, applying game theory to more effectively participate in alliances, joint
  • ventures, and negotiations
  • Establish a strategic mindset to drive collaborative interactions, with sensitivity to the situation and the relationship
  • Prepare more systematically, uncovering gaps in planning routines
  • Enhance and expand information exchange to achieve win-win agreements in individual and multi-party environments
  • Compete fairly while maintaining relationships
  • Incorporate means for creating value while simultaneously capturing resources
  • Identify mental failings and biases, and optimize outcomes by utilizing appropriate decision quality principles
  • Increase self-awareness, identifying ways to leverage personal strengths to compensate for areas of weakness


  • Introduction to distributive negotiation
  • Creating gains in negotiations
  • Managing group negotiations
  • Communication tactics and strategies to enhance negotiated outcomes


Dr. Gaylen Paulson is Associate Dean and Director for Texas Executive Education, and a faculty member in Department of Management at UT Austin’s McCombs School of Business. His research and teaching focus on how we interact strategically with people, including in negotiations, conflict management...
Senior Vice Provost for Faculty Affairs Harkins & Company Centennial Chair PhD, University of Minnesota, 1985 MA, Ohio State University, 1981 BS, Ohio State University, 1979 Janet Dukerich is the Senior Vice Provost for Faculty Affairs and a Full Professor in the Management Departm...
PhD, Engineering-Economic Systems, Stanford University, 1975 MS, Engineering-Economic Systems, Stanford University, 1968 BS, Engineering Science, Stanford University, 1967 Dr. Steven Tani is Partner and Fellow at Strategic Decisions Group. An experienced professional in decision and risk analysis...
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