Executive Decision-Making And Negotiations
Enhance your negotiation skills, strengthen your influence, and refine your decision-making process.
Next Session
June 22-June 26, 2026
View All Dates
Location/Format
In-Person
Gleacher Center, Chicago
Investment Fee (in USD)
$12,500 USD
Questions? Connect with our enrollment advisors.
Next Session
June 22-June 26, 2026
View All Dates
Location/Format
In-Person
Gleacher Center, Chicago
Investment Fee (in USD)
$12,500 USD
Questions? Connect with our enrollment advisors.
Executive Decision-Making and Negotiations is designed for executives who seek cutting-edge insights from behavioral science, negotiation strategy, and decision theory to enhance their influence and leadership impact.
Over five days, participants will explore advanced topics including price negotiations, techniques for creating value, structuring complex deals, synchronizing internal and external negotiations, and organizational decision-making. Led by renowned Booth faculty, this program provides practical, research based tools to help leaders negotiate with integrity, foster collaboration, and make more strategic, effective decisions in complex business environments.
Negotiation and decision-making aren’t moments—they’re mindsets. Master both.
This program serves as an elective to:
By attending this program, you will explore key themes in:
Negotiation and Decision-Making Mastery
- Apply a systematic, evidence-based approach to make smarter decisions and negotiate with confidence.
- Strengthen your skills through personalized faculty coaching, feedback, and real-world simulations.
Behavioral Insight and Cognitive Awareness
- Recognize and mitigate decision-making biases and traps.
- Use behavioral science principles to make clearer, more objective choices under pressure.
Value Creation and Complex Deals
- Identify opportunities to create mutual value in negotiations of varying complexity.
- Structure and manage multi-issue, high-stakes deals to achieve sustainable results.
Navigate Complexity
- Evaluate and refine your approach across diverse stakeholders, cultures, and contexts.
- Lead with integrity and collaboration in complex business environments.
Organizational Decision-Making and Impact
- Integrate negotiation and decision frameworks to influence outcomes across your organization.
- Synchronize internal and external negotiations to build alignment and trust.
Who Should Attend
Mid- to senior-level executives in any functional area or industry seeking to enhance their influence by improving their negotiation and decision-making skills.
Download the brochure for in-depth insights into who should attend, participant profiles, and the ideal candidate.
Download brochure
Faculty
At Booth, our distinguished faculty exemplify dedication and expertise, bringing deep passion to their teaching. Their steadfast commitment extends beyond traditional instruction, focusing on empowering every Executive Education participant, across all programs and global campuses, to achieve their professional and leadership goals.
Ayelet Fishbach
Eric J. Gleacher Distinguished Service Professor of Behavioral Science and Marketing
Ayelet FishbachProgram Outline
- Frame decisions and assessing uncertainty
- Seek and interpret information to be more informed judgements
- Manage uncertainty and mitigate risk
- Recognize and overcome cognitive and emotional biases
- Negotiate assertively while maintaining integrity
- Separate relationship building from price-setting dynamics
- Balance empathy with assertiveness to achieve win-win outcomes
- Identify tools for uncovering the other party’s underlying interests
- Shift from zero-sum bargaining to collaborative problem-solving
- Use quantitative techniques to prepare, measure trade-offs, and create value
- Apply effective influence tactics—and recognize defenses against them
- Use creativity to reframe conflicts and unlock new solutions navigate future challenges
- Build strategic coalitions to expand influence and leverage power
- Navigate group dynamics and equity challenges within teams
- Prepare for organizational negotiations through structured process design
- Manage joint decision-making and gain buy-in from diverse stakeholders
- Benefit from optional coaching opportunities to refine your personal negotiation approach
- Apply frameworks and hard skills in a capstone multi-party negotiation simulation
Past Participant Insights
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“I’ve participated in many professional programs on negotiation and decision-making, but this one is by far the most comprehensive. The faculty seamlessly integrate theory, psychology, and practical application, empowering participants to approach negotiations with greater structure, confidence, and success across a wide range of situations.”
—Eric Davidson, VP, Asia-Pacific-Europe-Middle East-Africa, Modular Mining Systems
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“An incredible opportunity to bring world-class learning and leadership insights back to the nonprofit sector. Learning from some of the world’s leading thinkers in decision-making gave me tools and frameworks I could never have accessed otherwise—resources that make a real difference in an arts-based community organizations.”
—Diana Moxon, Executive Director, Columbia Art League
Upcoming Sessions
Program dates are subject to change.
Download Brochure
Download the program brochure for in-depth insights on who should attend, a schedule preview, past participant profiles, location highlights, networking opportunities, and what to expect. When doing so, you’ll also receive an editable justification letter to help you make the case to your employer for your attendance.
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Frequently Asked Questions
In this section, you’ll find answers to frequently asked questions about Chicago Booth Executive Education programs.
Frequently Asked Questions