Negotiation and Collaborative Decision Making

Overview

Rarely are important business decisions made independently. Significant opportunities require working with, and through, other people who may bring an entirely different vision and need-set to the table. Learning to negotiate and collaborate “on the fly” is extremely difficult at best, absent any clear feedback. In this highly interactive course, participants progress through a series of challenging problems and experiences, gaining tools and strategic insights that can be readily applied to drive success in future competitive interactions.

Benefits

  • Gain a better understanding of competitive and cooperative situations, applying game theory to more effectively participate in alliances, joint ventures, and negotiation
  • Establish a strategic mindset to drive collaborative interactions, with sensitivity to the situation and the relationship
  • Prepare more systematically, uncovering gaps in planning routines
  • Enhance and expand information exchange to achieve win-win agreements in individual and multi-party environments
  • Compete fairly while maintaining relationships
  • Incorporate means for creating value while simultaneously capturing resources
  • Identify mental failings and biases, and optimize outcomes by utilizing appropriate decision quality principles
  • Increase self-awareness, identifying ways to leverage personal strengths to compensate for areas of weakness

Topics

  • Introduction to distributive negotiation
  • Creating gains in negotiations
  • Managing group negotiations
  • Communication tactics and strategies to enhance negotiated outcomes

Read more about this course or register at Texas Executive Education’s website.

Faculty

  • Ms. Janet Dukerich, McCombs School of Business, The University of Texas at Austin
  • Dr. Gaylen Paulson, McCombs School of Business, The University of Texas at Austin
  • Dr. Carl Spetzler, SDG