Many people think that negotiation is a game that is won or lost through clever bargaining tricks. In reality, successful negotiation is the result of committing to a strategic process: how a negotiator plans, communicates, and uses information in the bargaining phase will determine their success (and success does not always mean one side wins and the other side loses!). This highly interactive program is designed to improve participants’ mastery of that negotiation process. Drawing from the latest research in negotiation, influence, and decision making, participants will enhance their effectiveness as negotiators and bring value to the organizations they represent.
NEGOTIATING SUCCESSFULLY FALL 2023 • NOVEMBER 1-2, 2023
“THE BEST MOVE YOU CAN MAKE IN NEGOTIATION IS TO THINK OF AN INCENTIVE THE OTHER PERSON HASN’T EVEN THOUGHT OF — AND THEN MEET IT.”
OUR MISSION We create and disseminate knowledge through collaboration, developing global transformational leaders who positively impact organizations and society. OUR VISION To be a top-of-mind business school as reflected by the recognition of our brand, the reputation of our people, and
– ELI BROAD Venture Philanthropist
PROGRAM INTRODUCTION Many people think that negotiation is a game that is won or lost through clever bargaining tricks. In reality, successful negotiation is the result of committing to a strategic process: how a negotiator plans, communicates, and uses information in the bargaining phase will determine their success (and success does not always mean one side wins and the other side loses!). This highly interactive program is designed to improve participants’ mastery of that negotiation process. Drawing from the latest research in negotiation, influence, and decision making, participants will enhance their effectiveness as negotiators and bring value to the organizations they represent. COST $2,395 – program fee (includes materials, meals, and a certificate of completion) $1,995 – early bird registration (available 30 days prior to the program start date)
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Executive Development Programs edp@broad.msu.edu execed.broad.msu.edu 517-353-8711
LOCATION Henry Center for Executive Development 3535 Forest Rd, Lansing, MI 48910
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NEGOTIATING SUCCESSFULLY
WHO SHOULD ATTEND? This program is open to all functional areas within an organization and all industry sectors. It is best suited for participants whose roles require them to make decisions with others who may have different priorities and preferences. Externally, this may include salespersons, procurement teams, government bodies, contractors and/or consultants. Internally, it may include leaders, peers, subordinates, interdependent teams and/or internal clients. Because the class focuses on fundamental lessons of negotiating effectively, they can easily be applied to a variety of contexts.
PROGRAM FACULTY Outstanding Faculty Award
KEY LEARNING OUTCOMES • Developing a thorough plan for negotiations that increases one’s confidence and persistence at the table • Identifying the right approach to a negotiation by considering the desired outcome, process and relationship • Communicating to better understand the other side, and to convey one’s own perspective effectively • Utilizing strategies that allow both sides to walk away with a “better deal” than originally proposed • Addressing underlying, unspoken needs to resolve disputes and gain commitments to an agreement • Learning to balance the interests of all stakeholders in complex or multiple party situations • Recognizing challenges in negotiations that involve cultural differences, emotions, and biases These learning objectives are addressed in an interactive, collaborative learning environment designed to bring new insight and immediate value to every participating organization.
winner in the MBA program nine times over, Dr. Jennifer Dunn leads this program with a focus on structured planning, intentional communication, and the use of strategic bargaining tactics. Her approach emphasizes interactive learning in a safe environment – participants prepare, negotiate, and debrief multiple exercises throughout the program, with time allotted for sharing personal experiences and challenges in discussion. Dr. Dunn’s work on trust and negotiations is published in the Journal of Personality and Social Psychology, Organizational Behavior and Human Decision Processes, Research on Managing Groups and Teams, and the Best Paper Proceedings of the Academy of Management. She is on the editorial board of Organizational Behavior and Human Decision Processes. Since 2007, Dr. Dunn has taught negotiations in courses at the MBA, Masters, and Undergraduate levels, and she teaches in over a dozen Executive Development programs each year.
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NEGOTIATING SUCCESSFULLY
SCHEDULE Day 1 | November 1, 2023
8:30 a.m.
12 p.m.
1-4:30 p.m.
Introductions and Overview • Basic Planning: Choosing a
• Cross-Table Communication: Setting the Tone, Understanding Interests, and Signaling Leverage • Negotiations: A Case Study and Discussion • Bargaining Strategies: Creating Value for Both
Style, Identifying Interests, and Knowing Your BATNA and Limits • The Benefits of Practice: Negotiation Exercise #1 • Advanced Planning: Analyzing the Counterpart and Context, Identifying Leverage, Setting Targets and Openings, and Pulling It All Together
LUNCH
Sides, and Claiming Value for Your Side
• The Benefits of Practice: Negotiation Exercise #3
• The Benefits of Practice: Negotiation Exercise #2
Day 2 | November 2, 2023
8:30 a.m.
12 p.m.
1-4:30 p.m.
• Commitment and Implementation: Managing Satisfaction, and Negotiating with Execution in Mind
• Multi-Party and International Negotiations • The Benefits of Practice: Negotiation Exercise #5 • Bringing It All Together and Sustainable Practices
• The Benefits of Practice: Negotiation Exercise #4 • Dispute Resolution: Planning and Strategies to Resolve Conflict Effectively
LUNCH
Schedule and content subject to change
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