Negotiation and Collaborative Decision Making for VISA

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.

Managing People and Leading Teams

Equip yourself with the strategies and the management savvy to foster highly effective communication and collaboration.

Two Day Concentrated Program

Class will be held on Thursday, July 25, 2019 and Thursday, August 1, 2019.

VISA in Austin, TX

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: 1.00


Faculty

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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Doug Dierking

Dr. Dierking is a Distinguished Senior Lecturer and the Assistant Department Chair in the Management Department at the McCombs School of Business, The University of Texas at Austin. He teaches graduate courses in sustainable leadership, leading people and organizations, creating and managing human capital and the art and science of negotiation.

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Upcoming Sessions

There are no In-Person sessions scheduled at this time. For more information about the next class date, please contact us at execed@mccombs.utexas.edu or 512-471-5893.