negotiation-and-collaborative-decision-making

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.

This class is available for university credit. Please contact Lynn Slattery at Lynn.Slattery@mccombs.utexas.edu or 512.471.5893 for more information.

Strategic Decision and Risk Management

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

Two Day Concentrated Program

Registration begins at 8:00 a.m. and class runs 8:30 – 4:30 both days.

Your Location

2020 classes will be held “live” online and include interactive discussions and activities.

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 1.4 CEUs and/or 14 CPEs for this course. A certificate of completion will be presented from Texas Executive Education.
Course Credits: 1.0
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.

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.

What Participants are Saying

Learned from classmates as well as professors

“The topics covered in the Texas Executive Education class provided me with a more structured insight on how to effectively apply the skills and tools we discussed in the working environment. The dialogue in the classroom - with people from different fields, levels, and cultures - gave me the opportunity to not only learn from the professors, but from my classmates as well.”

- Alfonso Perez y Tellez, Chief Operation Officer, Promotora Ambiental, Monterrey, Mexico
Using what I learned internally and externally

I have been able to use what I have learned both internally at my job, and externally with customers. Listening to the professors break down the science of negotiation really opened my eyes to the preparation necessary for a successful negotiation. Negotiating off the cuff can be successful, but negotiating with proper preparation can lead to a much better outcome. The part of the class that was most beneficial for me were the case-studies on different types of negotiating. Listening to lectures on a topic can be informative, but actually getting to prepare, strategize, and perform a negotiation was very beneficial and fun. I thought the professors were very well versed in different negotiating strategies, and they also explained a lot about human nature and human tendencies, and how those play into successful and unsuccessful negotiations.

- Evan J. Funk, Vice President, Commercial Lending, Fidelity Bank - Wichita
Case studies provide real-world application

“I found the course instruction and the case studies very insightful. The case studies build on each other and provided me with what I found to be real-world application in a class-room setting, with the opportunity for me to learn from mistakes and try new approaches on the next negotiation.”

- Jacques McGregor, Senior Director, Strategy & Planning, Tesoro Refining & Marketing Company

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

Upcoming Sessions

Texas Executive Education

McCombs School of Business