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Kenan-Flagler Business School

Negotiation & Power

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Description

It’s a given: we live in a world that requires negotiation, both in the workplace and in our everyday lives. While working to reach agreements with others can be intimidating, if equipped with the right skills to improve and maintain a position of power, anyone can master it. Negotiation and Power teaches the behaviors and strategies of the strongest negotiators to help you approach the bargaining table with confidence and a plan for success.

Outcomes

  • Anticipate the position and interests of your counterpart to maximize gains
  • Create a more compelling value proposition
  • Use your emotions and personality traits strategically
  • Adapt your approach through considerations of gender and cultural differences
  • Tailor your negotiating strategy for face-to-face, phone, or email exchanges

Who should attend

Mid to senior-level managers, directors, and functional leaders with a minimum of 5-7 years of experience currently leading a team.

Experts

  Alison Fragale studies the determinants and consequences of power, status and influence in organizations, conflict resolution and negotiation, and verbal and nonverbal communication. An award-winning teacher, Dr. Fragale teaches courses on effective leadership and negotiation skills to un...