UNC Kenan-Flagler Business School

Open Enrollment Programs

Negotiation Skills for Effective Managers

Overview
Audience
Benefits
Content
Faculty
Location
Details
  • Dates:    May 4-5, 2015
    Tuition: $3,000

    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.

     

     

     

     

     

     

     

     

     

     

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  • 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
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  • 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)
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  • 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
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  • The Negotiation Skills for Effective Managers program features esteemed members of the UNC Kenan-Flagler Business School faculty.  Listed below is a sample of the faculty and topics that are typically included in this course.

    Noah Eisenkraft, PhD,  is an assistant professor of organizational behavior who discusses tactics for distributive negotiation and value claiming and tactics for integrative negotiation and value creation.

    Alison R. Fragale, PhD, is an associate professor of organizational behavior who teaches about advanced negotiation tactics and multi-party agreements in on-going relationships.

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  • 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.

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  • Below you will find links to additional information on the Negotiation Skills for Effective Managers open enrollment program:

    Program Overview for the Negotiation Skills for Effective Managers program

    Sample Schedule for the Negotiation Skills for Effective Managers program

    Additional Details on the Negotiation Skills for Effective Managers program

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