Master NegotiationLearn 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.
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Most companies offer tuition reimbursement for SMU programs, check with your HR department for details.
Questions?
Call 214.768.3335 or email exed@smu.edu
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.
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Tuesday | Wednesday | Thursday |
| 8:30 a.m. – Noon |
What Makes a Negotiator a Master? Pinkley |
Pre-Negotiation Preparation & Uncovering the Playing Field Pinkley |
Social Context & How to Provide Meaning in Negotiation |
| 1:00 p.m. - 4:30 p.m. |
Understanding Who Gets What, Pinkley |
Implementing Master Negotiation Strategies: Putting it All Into Play Pinkley |
The Use & Abuse of Negotiator Power: Using Real & Imagined Sources of Negotiator Power Pinkley |
Robin is the Duchossois Endowed Professor of Management & Organizations, Cox School, SMU, Dallas, founder of the M2M Center for Profitable Negotiation, and creator of the Gain-Gain Approach to Effective Negotiation.
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