Negotiation Strategies for Business Professionals

Offered in conjunction with the Carnegie Bosch Institute

Overview

Managers face a broad array of negotiation challenges on a daily basis whether with external parties such as suppliers and customers or with internal constituents such as subordinates, peers and upper management. Effectively managing the entire negotiation process is a key skill for success. By understanding the reasoning, decision making and behavior of individuals, groups and organizations in the context of competitive situations, managers can plan for and implement successful negotiation strategies and avoid a variety of costly mistakes.

This workshop is designed to be highly interactive. Participants will have the opportunity to develop negotiation skills experientially and to understand negotiation in useful analytical frameworks. Emphasis will be place on cases and simulation role playing. In addition, participants will have the opportunity to discuss their own challenges experienced in the negotiation arena and to receive feedback on tools and techniques that will resolve these challenges more effectively in the future.

---

Why attend?

This two day workshop focuses on the key elements in preparing for a negotiation, planning a negotiation strategy and how to effectively negotiate. Participants will learn tools and techniques to better understand the strategic landscape of the negotiation, to gain information from the other side and to maximize the chances of getting what they want from the negotiation. This course is designed to develop effective negotiation skills by teaching participants about creating and claiming value, avoiding mistakes and biases, and how to effectively handle complex, multi-party negotiations.

---

Program Faculty

This program partners three recognized Carnegie Mellon faculty in the field of Organizational Behavior and Negotations:

Linda Babcock, James M. Walton, Professor of Economics, J. John Heinz III School of Public Policy and Management.
Professor Babcock’s book “Women Don’t Ask: Negotiation and the Gender Divide” was named by Fortune Magazine as one of the 75 smartest business books of all time. Her research focus is in the area of negotiations and dispute resolution and her recent work focuses on gender differences in the propensity to initiate negotiations and how people react to women when they do negotiate.

Don Moore, Carnegie Bosch Faculty Development Chair; Associate Professor of Organizational Behavior and Theory, Tepper School of Business
Professor Moore’s research and teaching interests address bargaining and negotiations, overconfidence and underconfidence, comparative judgement, decision making and decision making biases; and environmental issues in management.

Laurie Weingart, Professor of Organization Behavior and Theory, Tepper School of Business
Professor Weingart’s research focuses on negotiation and conflict management in team settings. She has developed keen insights into the challenges faced by interdisciplinary teams in the product development process.