Program Description

“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.” – ELI BROAD, Venture Philanthropist

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.

Key Learning Objectives

• 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.

Faculty and Speakers

Outstanding Faculty Award 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.