Faculty Spotlight - Janet Dukerich

Negotiation goes beyond the classroom for Janet Dukerich, the Senior Vice Provost for Faculty Affairs at The University of Texas at Austin and Professor in the Management Department at the McCombs School of Business. “What I like most about teaching negotiation is that it’s a very practical topic. We negotiate all the time, whether it’s a formal part of our job, or just with family or friends.” She brings her negotiation expertise to the Executive Education program and offers a systematic approach to negotiating that can be effective in every facet of life.


Dr. Dukerich first came to Texas Executive Education to teach a session on team success, examining why some teams excel where others struggle. Because most organizations frequently require working in groups, this session proved especially pertinent and became a recurring class. As she expanded on this expertise, she landed on negotiation as a pivotal factor in success. It’s no surprise that Negotiation and Collaborative Decision Making, is highly popular in both the MBA and the Executive Education classrooms.


Executive Education Class Janet Dukerich

Over the past 10 years, Dukerich has also taught in a variety of Custom Programs, including those for Shell Oil, BBVA and Samsung. There she offered programs on working in teams, change management, and of course, negotiation. “When you go into a particular company, they all know each other so you’re trying to get immersed in their issues and their industry. Especially when teaching negotiation, I can focus examples on what they’re actually encountering with their suppliers and customers."


In the end her mission is to improve her class participants’ negotiation abilities. “I focus on how we become more systematic in our approaches to negotiation so we’re not just shooting from the hip or thinking that intuition is the best strategy—because usually it’s not. That’s where we make a lot of mistakes and fall into traps. When we make assumptions about the other party, we’re metaphorically leaving money on the table by not reaching optimal agreements and solutions.” Ultimately, improved negotiation has a more positive impact than you might expect. “I fundamentally believe that if we can be better at negotiation, not only will we make fewer mistakes and not be taken advantage of, but we will feel better about it and ultimately be more creative.”

Upcoming class with Janet Dukerich:

Negotiation and Collaborative Decision Making

Apr 13-14, Oct 24-25 — Learn a systematic approach to negotiation and identify specific strategies for success in complex negotiation challenges.


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