Dates: Sept 17-18, 2012
Tuition: $2,700
During this two-day seminar, you will learn to successfully use effective negotiation techniques in any situation. This negotiation skills program will allow you to enhance your current strengths while practicing your negotiation skills. Faculty leaders will help you tackle difficult negotiation issues and will arm you with negotiation techniques such as how to defend yourself against probing questions and how to know when and if making the first offer is appropriate.
Mid-level managers through executives with:
- Limited, or no training in negotiation
- Previous negotiation training who would like to advance their negotiation tactics and techniques
In this seminar, you will:
- Learn the negotiation skills and approaches that successful negotiators use
- Understand what “win-win” negotiation truly is — when it is appropriate to use and how to achieve it
- Learn the critical steps needed when planning for a negotiation
- Develop your negotiation skills in a setting that provides clear, meaningful feedback
- Earn 1.5 CEUs (Continuing Education Units)
This negotiation strategies program starts with a self-assessment of your current negotiation skills, followed by a module on the common mistakes individuals make in assessing their own effectiveness as negotiators. The program examines the following topics, which are further demonstrated in relevant case studies:
- Characteristics of effective negotiators
- Opening tips for negotiators
- Advantages of “interest-based/principled” negotiation over “hardball” negotiation
- Disclosure issues within negotiation
- Strategies on how to plan a negotiation: the four critical steps to a successful plan
- The role of power issues , persuasion and emotions in negotiations
- A thorough review of your self-assessment results
- Common lies and deception found in negotiation and how to protect yourself from opponents who employ these techniques
- Negotiation tactics and techniques
- International negotiation issues
The Negotiation Skills for Effective Managers program features esteemed members of the UNC Kenan-Flagler Business School faculty. Dr. Fragale will be one of the faculty leaders of this course.
Alison R. Fragale, PhD, is an Assistant Professor of Organizational Behavior and teaches negotiation skills to undergraduates, graduates and executives.
The Negotiation Skills for Effective Managers program is held at the Rizzo Conference Center, our world-class facility in Chapel Hill, NC. The Rizzo Conference Center is designed to foster executive development and is wired for business so that we can integrate new technologies that facilitate the learning process into our teaching methodologies.