Negotiating for Positive Results

Program Description

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.

individual benefits

  • 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

organizational benefits

  • Leverage differences and diversity to generate growth and profits
  • Advance innovative agreements with key internal and external stakeholders
  • Lead successfully in highly competitive settings

Quick Tip:

Align Emotions

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.

Watch Video

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 in this 2-minute video.

Watch Video

The Experience

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.

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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
  • Director
  • Product or Program Manager
Contact Us
Ross School of Business
rossoperations@umich.edu
734.615.5002

Alumni Career Services
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734-647-6913

734-936-3917

RossCDO@umich.edu
(734) 764-1373

positiveorg@umich.edu
734.647.8154

socialimpact@umich.edu
734-763-4214

djbrophy@umich.edu
734.764.7587

734.647.4948

Ross IT
rossitsupport@umich.edu
734-615-3000 (option 1)

(734) 763-5775

eamdc@umich.edu

Ann Arbor Office
734-764-6411

Seoul Office
82-2-2000-2737

Tokyo Office
81-3-5220-2882

Ross Executive Education
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+1 734-763-1000

Front Desk
ross-elcc@umich.edu
734.764.7677

rossemba@umich.edu
Ann Arbor - 734.647.3400
Los Angeles - 310.617.4750

Nicole Watson
734.647.4027
nmwatson@umich.edu
Technology & Operations

Ana Austin
amorrel@umich.edu
734.615.5067

Ann Arbor Office
rossgmba@umich.edu
734-764-6411

socialimpact@umich.edu
734-763-4214

Administrative Office
kresge_library@umich.edu
734.764.7356

734.764.9945

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RossMMinfo@umich.edu
734-615-6229

RossMMinfo@umich.edu
734-615-6229

rossmscm@umich.edu
734-647-1396

Heather Byrne, Managing Director
hbyrne@umich.edu
734-647-6543

Joyce Buchanan, Executive Secretary
buchanan@umich.edu
734.764.5222

Tesenga Smith
tesdun@umich.edu
734.764.9868

rossfinaid@umich.edu
734.764.5139

Emily Frye
ejfrye@umich.edu
734.763.1180

otpr@umich.edu
734.763.3068

Paul Kirsch
Managing Director
pskirsch@umich.edu
RossUndergrad@umich.edu
734-763-7267

rossptmba@umich.edu
734.615.6529

734.763.2376

Lillian Chen, Research Area Specialist
lillianc@umich.edu
734-615-7348

Ross Registrar's Office
rossregistrarsoffice@umich.edu
734-647-4933

701 Tappan Street
Ann Arbor, MI 48109

(734) 615-5002

Stewart Thornhill
Executive Director
thorstew@umich.edu
734-615-4421

734.764.2246

734.936.2726

tauberinfo@umich.edu
734.647.1333

Stephen M. Ross School of Business
University of Michigan
701 Tappan Street, R5342
Ann Arbor, MI 48109-1234

Phone: 734-647-4027
TechnologyBusinessInnovationForum@umich.edu">TechnologyBusinessInnovationForum@umich.edu

734.763.5183
wdi@umich.edu
734.763.5020

Tuition & Fees

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.