October 3 & 4, 2018
Highly-interactive Two-Day Workshop
To negotiate successfully in today’s dynamic business environment, you need more than just persuasive tactics at the negotiating table. Join us for our interactive two-day workshop on Effective Negotiation. This program is designed to help you build and refine skills needed to master the negotiation process.
Through exploring the major concepts and theories of the psychology of bargaining and negotiation, the workshop will allow you to identify and asses bargaining situations, develop sound negotiation planning techniques, and to identify and employ appropriate strategies and tactics to use to resolve conflicts. To maximize your learning, you will actively participate in the simulation role plays to apply learned concepts. You will leave empowered to prepare and execute negotiation deals in a variety of settings and industries and achieve exceptional results.
WHO SHOULD ATTEND
Negotiation is crucial in all organizations and virtually every aspect of life. This program is designed for middle-to-senior-level managers from private, public, and non-profit sectors including:
- CEOs, CFOs and COOs
- Presidents and Vice Presidents
- Attorneys, Arbitrators and In-House General Counsel
- Sales, Marketing and Business Development Personnel
- Human Resource Managers, Purchasing and Procurement Managers and other Functional Directors and Officers
- Lobbyists, Fund Raising and Development Officers
KEY BENEFITS OF ATTENDING
- Recognize negotiation opportunities and identify the primary components of the negotiation process
- Use an integrated process for strategically planning for negotiation situations
- Develop and execute effective strategies and tactics to maximize outcome in various bargaining situations
- Distinguish between distributive and integrative situations and develop appropriate resolution strategies for creating value and/or claiming value
- Understand the impact of decision-making biases, power and influence, cross cultural issues, and ethical issues on negotiation situations
- Earn 16 CLE, 16 Business Litigation, and 13.25 HRCI credits
Maureen L. Ambrose, Ph.D., is the Gordon J. Barnett Professor of Business Ethics in the UCF College of Business. Her research interests include organizational fairness, ethics, and workplace deviance. Her work has appeared in the Academy of Management Journal, Academy of Management Review, Journal of Applied Psychology, Journal of Management, Organizational Behavior and Human Decision Processes and Administrative Sciences Quarterly. She is Fellow of the Academy of Management and the Society of Industrial and Organizational Psychology. She is a member of the Society for Organizational Behavior and has served on the Executive Committee for the Society since 2007. She recently completed a five-year term in the Division Chair track for the Organizational Behavior Division, with more than 5,000 members, the largest division of the Academy of Management.
Day 1 – Tuesday
8:30 a.m. – 4:45 p.m.
- Introduction to the Negotiation Process
- Developing a Negotiation Plan & Strategy: Framework for planning for negotiation, Planning Process: Bargaining mix, strategies, goals, BATNAs.
- Negotiation Role Play 1: Introductory simulation role-play negotiation.
- Distributive Bargaining: Claiming Value: A framework for claiming value, Distributive tactics
- Negotiation Role Play 2: Sally Soprano & Discussion/Debrief Negotiation Role Play 2
- Integrative Negotiation: Creating Value
- A framework for value creation
- A discussion of the power of interests, differences, questions, and packages
- Strategies for creating value
Day 2 – Wednesday
8:30 a.m. – 4:30 p.m.
- Closing Deals
- Negotiation Role Play 3 & Discussion/Debrief Negotiation Role Play 3
- Decision Making & Cognitive Biases in Negotiations
- Power & Influence in Negotiations
- Negotiation Role Play 4: Toyonda & Discussion/Debrief Negotiation Role Play 4
- Communications / Cross Cultural / Ethical Issues in Negotiations
- Wrap-up & Takeaways: Q&A Session
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