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Drawing on the latest research in the psychology of judgment, you will learn to improve your negotiation skills, your influence, and your decision-making process to increase the productivity of your organization and grow your career.
WHO SHOULD ATTEND? This program is designed to benefit middle, upper-middle, and senior- level managers, who would like to enhance their influence—both internally in their organizations and externally with other organizations and vendors—by improving their negotiation and decision-making skills.
PROGRAM BENEFITS By attending this program, you will:•Developinsightsonhowtomakeintuitivedecisions.•Learnstrategiesforanalysisandpreparingfornegotiations.•Knowwhatinformationisneededtonegotiateeffectiveoutcomes.•Designfoolproofstrategiesforhowtoimprovereactionswhen
making decisions. •Assessdecision-makingskillsanddevelopplanstoimproveperformance.
IDEAS COMPETE, PEOPLE COLLABORATE Consistently ranked among the top programs in the United States and worldwide, Executive Education at Chicago Booth is where intellectual rigor, engaging teaching, and cutting-edge research meet. We create and learninanintense,exhilaratingclimateofdiscussionanddebate.
Ourexecutiveparticipantshavetransformationalexperiencesthatturn themintomoreempowered,impactfulleaders.
CONNECT WITH WORLD-CLASS FACULTYTheUniversityofChicagoBoothSchoolofBusinesshasoneofthemost highly-regardedfacultyofanybusinessschoolintheworld,including seven Nobel Prize winners.
LEARN MORE AT: CHICAGOBOOTH.EDU/EXECED E [email protected] P 312.464.8732
PROGRAM DETAILS
DATESJune 27–July 1, 2016 October 10–14, 2016
The program begins at 9 a.m. Monday and ends at noon Friday.
For hotel accommodations and more logistics, visit ChicagoBooth.edu/ExecEd
FEE$9,985 – Fee includes tuition, continental breakfasts, lunches, coffee breaks, and educational materials.
LOCATIONGleacher Center 450 North Cityfront Plaza Drive Chicago, IL 60611
FACULTYAyelet Fishbach Jeffrey Breakenridge Keller Professor of Behavioral Science and Marketing, Chicago Booth
George Wu John P. and Lillian A. Gould Professor of Behavioral Science, Chicago Booth
NEGOTIATION AND DECISION-MAKING STRATEGIES (NDMS)
The Psychology of Judgment and Decision-Making Processes•Framingdecisionsandassessinguncertainty•Seekinginformation•Learningfromexperience
Beginning with the Toughest: Price Negotiation•Negotiatinghardwithintegrity•Untanglingrelationshipbuildingandprice
negotiations•Balancingassertivenessandempathy
in negotiations
Coalitions, Power, and Fairness•Influencingoutcomeswhenlackingmight•Strategicallyformingandusingcoalitionsto
build power•Dealingwithdivergentfairnessconcernswithin
groups and coalitions
Organizational Decision-Making•Preparingforcomplexnegotiations•Managingjointdecision-makingamong
20 people or more•Gettingbuy-infromalargegroup
Influence Techniques and Problem Solving•Commoninfluencetacticsanddefenses•Creativeproblem-solvingasanegotiation
technique•Fundamentalgoalsofnegotiation
Techniques for Creating Value•Multiple-issuecontractnegotiation•Goalofcreatingvalue•Quantitativetoolsforimprovingjointoutcomes•Toolsforuncoveringtheinterestsofthe
negotiation partner
NEGOTIATION AND DECISION-MAKING STRATEGIES (NDMS)
PROGRAM OUTLINE
FOR MORE INFORMATION, CONTACT:Executive EducationThe University of Chicago Booth School of Business450 North Cityfront Plaza Drive, Suite 514Chicago, IL 60611-4316
Katie Corr Assistant Director Executive EducationP 312.464.8732 F 312.464.8769 E [email protected]
Achieving Goals in a Multiple-Issue Negotiation•Quantitativepreparationtechniquesformeasuringinterestsandtradeoffs
•Constructionofacomprehensivenegotiationplan
Action Planning: Putting It All into Practice•Developingactionplansbyassessingindividual
negotiating and decision-making skills and developingplanstoimprovejobperformance