Negotiating for Positive Results

Ann Arbor, MI, 09 Jun - 12 Jun 2015

Program Description

Negotiating shouldn't be a game of winners and losers — it should focus on delivering value for all parties.

Whether you are leading a high-stakes business transaction, informally negotiating ideas and strategies, or resolving an interpersonal dispute, achieving the right desired outcomes for everyone requires confidence and skill. In this lively, experiential program you will learn to apply innovative negotiating techniques proven to secure sustainable, efficient, and favorable results in a global business context. Faculty Co-Directors Shirli Kopelman and Jeffrey Sanchez-Burks bring their latest research about what works in any negotiation. Shirli Kopelman is the author of the recently-released book, Negotiating Genuinely: Being Yourself in Business, introducing a positive approach to negotiating more naturally and successfully.

In this program, you'll develop a personalized approach for establishing your negotiating leadership, leveraging your best self, navigating cross-cultural dynamics, and managing emotional factors that can derail otherwise economically viable deals. In the process you'll learn to recognize and manage pervasive social psychological biases and nonverbal cues to develop trust swiftly, even with the most difficult people. You'll emerge with new skills, insight, and tools to take to your next negotiation.

Program Highlights

  • A tailored sequence of negotiations will allow you to practice and hone new techniques and gain immediate feedback from faculty and peers.
  • Guided assessments of your negotiations and their outcomes will enable you to develop new insight, expertise, and confidence in your skills.
  • Benchmarking analyses will provide perspective into your negotiating strengths and weaknesses.
  • A strategic plan you'll develop in class will help you apply new negotiation approaches to key internal and external business relationships.
     

Quick Tip:

Be Creative

What does it take to "be creative" in a negotiation? Prof. Jeffrey Sanchez-Burks provides a framework to develop creative solutions in difficult circumstances.

 

 

Watch Video

$6,800US
Includes overnight accommodations and most meals.

Who Should Attend

  • Emerging leaders new to high-stakes business transactions
  • Experienced negotiators seeking new techniques for winning results
  • Managers seeking to improve their negotiating skills for daily business activities
  • Leaders who negotiate across cultures, functions, levels, and sectors
  • Business leaders engaged in internal, B2B, or B2C transactions

 

Takeaways & Tools

  • Strategies to maintain presence and composure in challenging situations
  • Tools to negotiate eff ectively across cultures, countries, or organizational divisions
  • Skills to reveal hidden value and creative opportunities
  • Techniques to promote positive relationships with diverse, critical stakeholders

Learn more and daily schedule

Faculty

Jeffrey Sanchez-Burks
  • Michael R. and Mary Kay Hallman Fellow
  • Associate Professor of Management and Organizations
Shirli Kopelman
  • Clinical Assistant Professor Management and Organizations
Contact Us
Ross School of Business
rossoperations@umich.edu
734.615.5002
Ross Academic Services
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734-647-4933

Alumni Career Services
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Career Services
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Front Desk
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rossemba@umich.edu
Ann Arbor - 734.647.3400
Los Angeles - 310.617.4750

Nicole Watson
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Technology & Operations

Ana Austin
amorrel@umich.edu
734.615.5067

Ann Arbor Office
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Administrative Office
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Kaci Kegler
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Heather Byrne, Managing Director
hbyrne@umich.edu
734-615-7318

Joyce Buchanan, Executive Secretary
buchanan@umich.edu
734.764.5222

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Tesenga Smith
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Rachel Hammond
rachelbh@umich.edu
734.763.1180

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Paul Kirsch, Managing Director
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Lillian Chen, Research Area Specialist
lillianc@umich.edu
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rossleaders@umich.edu
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Stewart Thornhill
Executive Director
thorstew@umich.edu
734-615-4421

734.764.2246

734.936.2726

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734.763.5183
wdi@umich.edu
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Tuition & Fees

$6,800US
Includes overnight accommodations and most meals.

Includes:

• Tuition

• Accommodations in Michigan Ross' first-class, full-service Executive Learning and Conference Center (pending availability)

• Continental breakfasts, lunches, coffee/snack breaks, and selected dinners in our exclusive Executive Dining Room

• Program materials and resources

Fee is payable in advance in US dollars and is subject to change. See our Cancellation, Transfer and Substitution Policy.