Negotiation and Collaborative Decision-Making

A hands-on approach to enhancing your negotiation and collaboration capabilities, equipping you to drive better outcomes in challenging one-on-one and multi-party situations.

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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.

Strategic Decision and Risk Management

Clarify problems, explore available options, develop a structured framework, understand the impact, and commit to your choice.

Three Day Concentrated Program

Registration begins 30 minutes before class starts. Classes beginning on Monday start at 8:30 am and conclude at 12:00pm on Wednesday. Classes beginning on Wednesday start at 1:00 pm and conclude at 4:30 pm on Friday.

Austin, Texas

Enjoy proximity to the vibrancy of the campus and downtown Austin, and the innovative, business-friendly environment of the city.

Benefits

  • Gain a better understanding of competitive and cooperative situations, applying game theory to more effectively participate in alliances, joint
  • ventures, and negotiations
  • 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

Additional Information

Prerequisites:None
CEUs: Participants earn 1.75 CEUs and/or 17.5 CPEs for this course. A certificate of completion will be presented from Texas Executive Education.
Course Credits: 1.50
Hotel Information: Texas Executive Education classes qualify for discounted hotel room rates at the AT&T Executive Education and Conference Center on a limited basis. Discount code will be provided on the course materials page after class registration is complete.


Faculty

Janet Dukerich

Janet Dukerich is the Senior Vice Provost for Faculty Affairs and a Full Professor in the Management Department at the McCombs School of Business. She holds the Harkins & Company Centennial Chair at The University of Texas at Austin.

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Gaylen Paulson

Dr. Gaylen Paulson is Associate Dean and Director for Texas Executive Education, and a faculty member in Department of Management at UT Austin's McCombs School of Business. His research and teaching focus on how we interact strategically with people, including in negotiations, conflict management, persuasion, change, and interpersonal communication.

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Carl Spetzler

Dr. Carl Spetzler co-founded Strategic Decisions Group in 1981 and currently serves as chairman and CEO. He is a leader in strategy and innovation processes, helping corporate leaders cope with the lack of explicit strategic alternatives, deal with the complexities of uncertainty and risk over long time horizons, and achieve lasting change.

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Course Details

Price: $3,495.00

Negotiation and Collaborative Decision-Making

Date
Duration
Location
Instructor

04/26/17 - 04/28/17

2.5-Days

AT&T Executive Education & Conference Center 1900 University Avenue Austin, TX 78705

Gaylen Paulson
Carl Spetzler
Janet Dukerich

Call 512-471-5893 for availability.

09/20/17 - 09/22/17

2.5-Days

AT&T Executive Education & Conference Center 1900 University Avenue Austin, TX 78705

Gaylen Paulson
Carl Spetzler
Janet Dukerich