Becoming a Profit Architect: Leading Collaboratively and Competitively
Be the go-to person for co-creating value in day-to-day business interactions. In this lively, experiential program you will learn to apply innovative negotiating frameworks and strategies with your team, across the hierarchy of your organization, and in large-scale opportunities with business partners.
World-renowned thought leaders coach you through a set of complex negotiation exercises curated to challenge you, while offering insights into successfully balancing collaboration and competition to maximize profits. Join peers with diverse industry experiences to explore new ways to recognize personal biases, mindfully align emotions, build swift trust with difficult partners, and harness your leadership strengths. Develop a personal approach to negotiating successfully, by incorporating frameworks from Kopelman's award-winning book, Negotiating Genuinely: Being Yourself in Business.
- Build skills to reveal hidden value and create opportunities
- Become a cross-culturally competent leader
- Read and respond to emotions to successfully implement negotiation strategies
- Identify and mobilize resources to energize your team
- Develop new insights, expertise, and confidence in your approach
- Challenge yourself to recognize opportunities in every conversation
- Leverage differences and diversity to generate growth and profits
- Advance innovative agreements with key internal and external stakeholders
- Lead successfully in highly competitive settings
Mindfully aligning emotions is key to successfully implementing negotiation strategies. Prof. Shirli Kopelman discusses the nuances around making the first offer in this 2-minute video.
What does it take to "be creative" in a negotiation? Prof. Jeffrey Sanchez-Burks provides a framework to develop creative solutions in difficult circumstances in this 2-minute video.
Join peers with diverse industry experiences to explore new ways to recognize personal biases, mindfully align emotions, build swift trust with difficult partners, and harness your leadership strengths. You’ll learn that making money, excelling personally, and doing good for society are not mutually exclusive. By integrating Professor Kopelman’s Negotiating Genuinely® framework into conversations about resources at work, you’ll know how to balance these goals. Discover how this positive framework broadens the scope of negotiations and advances your leadership in the most competitive business settings.
Who Should Attend
- Leaders who are involved with high-stakes conversations.
- Experienced negotiators seeking new techniques.
- Leaders seeking to leverage, not just overcome differences.
- Transformational leaders seeking to identify opportunities in daily business activities.
Typical titles include:
- General and Senior Managers
- Team Lead
- Product or Program Manager
Alumni Career Services
734-615-3000 (option 1)
Ann Arbor Office
Ross Executive Education
Ann Arbor - 734.647.3400
Los Angeles - 310.617.4750
Technology & Operations
Ann Arbor Office
Heather Byrne, Managing Director
Joyce Buchanan, Executive Secretary
Lillian Chen, Research Area Specialist
Ross Registrar's Office
701 Tappan Street
Ann Arbor, MI 48109
Stephen M. Ross School of Business
University of Michigan
701 Tappan Street, R5342
Ann Arbor, MI 48109-1234
• 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.