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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Steven Tani

Dr. Steven Tani is Partner and Fellow at Strategic Decisions Group. An experienced professional in decision and risk analysis, he has assisted a wide variety of clients in R&D portfolio management, new business entry strategy, capital investment decisions, decision analysis, and new product planning.

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More Testimonials

  • "The industry I currently work in, or have been working in for the last 20 years, is the government/insurance industry. We provide insurance to political subdivisions throughout the state of Texas. The reason we got involved in this is really because we have had so much stability within our organization that most of our employees have been with the company for over 20 years. Which means that we are having retirements now by the day, and especially in key positions. Our organization thought it was really important that we get the next round of leaders going. So we've really focused on that internally. They chose a group of people to be the next leadership team. And the best way to get you prepped is to send you to an environment that can give you the tools that are necessary. Obviously, we're in Austin. UT is just a natural place to go. The school is known for it's programs throughout. Four of us are engaged in taking classes together and using all these tools when we get into the next round of leadership."

    - Tamara Chafin, Member Services Manager, Texas Municipal League Intergovernmental Risk Pool

  • “The faculty and team on the ground in Austin did an excellent job. The subject matter and case studies were Spot On for today’s world. Thanks for challenging and equipping us.”

    - Stan Viner, General Manager, Banking Sales, Jack Henry & Associates, Inc.®

  • “The five of us from Dot who participated would all feel great recommending the trip to Austin for anyone else in our position across the company. From top to bottom, everything was top notch.”

    - Brett Knowles, Business Development Manager, Dot Foods, Inc.

  • "Great experience! Very interesting and maintained my attention the whole time."

    - Joshua E. Brown, Senior Product Development Engineer, Renovis Surgical

  • "Great way to develop strong negotiation skills."

    - Jacques McGregor, Sr. Director - Business Performance & Support, Tesoro Refining & Marketing Company

  • "I liked the way both Janet and Gaylen transitioned between sessions with recap questions. Both seemed to work well as a team."

    - Sarah Walton, IC Layout Manager, Silicon Laboratories

  • "Good examples of real-world scenarios in difficult situations. I highly recommend it."

    - Greg Van Scoy, Sr. Account Executive II, Mentor Graphics Corporation

  • "Classes and scenarios were fun and very useful. Keep up the great work!"

    - Frederick Starkes, Sr. Claims Specialist, Texas Municipal League Intergovernmental Risk Pool

Course Details

Price: $3,495.00

Negotiation and Collaborative Decision-Making

Date
Duration
Location
Instructor

02/26/18 - 02/28/18

2.5-Days

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

Janet Dukerich
Steven Tani
Carl Spetzler
Gaylen Paulson

10/03/18 - 10/05/18

2.5-Days

Rowling Hall W 20th St Austin, TX 78705

Janet Dukerich
Gaylen Paulson