Due to popular demand and participant feedback, the two-day Master Negotiation seminar has been expanded to a three-day course. This course will train you to take advantage of the gain-gain approach, today’s most respected method of negotiation.
Based on in-depth research and success with corporate clients, this course provides the newest negotiation tools needed to ensure success in negotiations with peers, clients, customers and adversaries. The interactive format provides individualized attention and the chance to learn from experts in the room to diagnose your current strategies. By doing so you’ll be able build on and strengthen those that work and replace that don’t with proven, powerful skills. You’ll understand how to avoid common errors and negotiate rationally and effectively significantly increasing your success with even the most difficult negotiators. You’ll learn how to separate fact from fiction and reality from perception. And because knowledge is power—you’ll learn how to obtain, provide and withhold crucial information that informs your outcome. The insights learned will enable you to substantially increase the value you gain from all negotiations while improving your relationships.
Although it’s commonly understood that effective negotiators know how to manage emotion and separate the people from the problem, ignoring the people can become a problem. Understanding this dichotomy and the necessity of keeping your eye on your side of the table and your ear on theirs will improve the way people react to you. You'll learn to convey, use and manage time pressure effectively; master the art and science of persuasion; manage the bidding process, and understand power relationships to greater effect. Carefully crafted simulations based on real-life negotiations will give you a fascinating, hands-on opportunity to test and refine your skills.
Three days, 8:30 a.m. – 4:30 p.m.
|September 25 - 27, 2018
James M. Collins Executive Education Center | SMU Campus, Dallas, TX
$3,795; Group discounts available when multiple attendees from the same organization register together. Payment is due September 10, 2018 or upon registration, whichever is later.
To learn more about group discounts, or if you have any other questions, contact John Skinner at 214.768.7676 or firstname.lastname@example.org.
** For SMU faculty and staff discount please contact us at 214.768.7676
Who should attend
This course is designed to enhance the understanding and skills of anyone who wants to become a more effective negotiator. If you’re already respected for your success in negotiation, you’ll refine your skills. If you’re less experienced and less confident, you’ll develop new knowledge and techniques.
Dr. Robin L. Pinkley, Ph.D., professor of management and organizations, is the creator of the gain-gain approach to profitable negotiation and founder of the M2M Center for Profitable Negotiation. Her research—which has garnered numerous fellowships, grants and awards—focuses on the sources and consequences of negotiator power, the use of strategic anchors for enhancing opponent perceptions of negotiated value, the implication of “fair” as an outcome heuristic and the strategic application of “value context theory."
Before coming to SMU, Pinkley served as visiting professor of organizational behavior at the J. L. Kellogg Graduate School of Management at Northwestern University. She is a frequent speaker in management development programs and a negotiation consultant for government organizations in six countries and dozens of blue-chip corporations, including Accenture, Allstate Insurance, General Electric, JP Morgan Chase, Kodak, Lockheed Martin Vought, Macy’s, Mobil, NASA, SBC Communications, Sony Ericsson, State Farm Insurance and Yahoo!
Pinkley has been featured as an expert on negotiation in a range of media, including ABC, CBS, CNN, NBC, NPR, “Wall Street Journal,” “New York Times,” “Chicago Tribune,” Washington Post,” “US News and World Report,” “Money,” and “Fortune.” With Greg Northcroft, Pinkley is the author of “Get Paid What You're Worth: The Expert Negotiators Guide to Salary and Compensation.” She is also the author of numerous scholarly articles on negotiation and managerial conflict resolution, which have appeared in leading psychology and conflict management journals. Pinkley holds a doctor of philosophy degree in social psychology from the University of North Carolina in Chapel Hill.