Negotiations: Maximizing Value Through Competition and Collaboration
Dates: October 28-29, 2013
Location: NYU Stern, 44 W. 4th Street, New York, NY 10012
Tuition: $2,800 (accommodation not included)
Program Description: Negotiation is “two or more interdependent parties who are seeking to maximize their outcomes”. On a daily basis, we negotiate with clients, vendors, subordinates, supervisors, co-workers, merchants, and service providers (to only name a few). Often, these negotiations lead to outcomes that are less than they could be. Also, they often lead to unproductive conflict with these other parties. Although we negotiate often, many of us know very little about the strategy and psychology of effective negotiation.
This program will develop your expertise in transactional and dispute resolution negotiations that occur in a variety of business settings. These skills are critical for maximizing the value that emerges for you and your organization from these negotiations. Moreover, these skills are important for enhancing your leadership & managerial effectiveness, since as a leader/manager it is not enough to have analytical skills that help you discover optimal solutions to problems. You also need others to agree to—and help implement—those solutions. Gaining this buy-in is also critically related to how you carry out your negotiations. Further, given that negotiations dominate so many aspects of your life, this program will not only enhance your ability as a manager but will also facilitate your effectiveness across a number of life domains.
The learning method in this program is experiential. You will prepare for and simulate a variety of sample negotiations. These sample negotiations highlight general principles that are relevant across negotiation settings…learning those principles is the focus of the program.
Who Should Attend: Middle, upper middle, and senior level managers interested in developing their negotiation skills to achieve better outcomes from their negotiations and to enhance their influence.
During this program participants will:
-Provide a framework for negotiation - a toolbox of concepts integral to preparing, negotiating, and subsequently evaluating the negotiation process and outcomes.
-Develop the ability to negotiate beneficial transactions and to resolve disputes by:
*Recognizing your individual strengths and learning how to overcome your weaknesses
*Preparing effectively for negotiations
*Adjusting your tactics when circumstances change
*Identifying opportunities for “win-win” solutions
*Communicating persuasively in the face of resistance
*Knowing whether you have reached a good outcome in a negotiation
This course is eligible for Continuing Professional Education Credits (CPE). Please contact the NYU Stern Executive Education office for more information.
-Steven Blader, Associate Professor of Management and Organizations
-Elizabeth Wolfe Morrison, ITT Harold Geneen Professor in Creative Management and a Professor of Management and Organizations at NYU Stern School of Business