Executive Education

Negotiation and Decision-Making Strategies

Learn how to negotiate hard, with integrity, using the basic influence techniques of professional negotiators.

Drawing on the latest research in the psychology of judgment, you will learn to improve your negotiation skills, your influence, and your decision-making process. You will learn to recognize flaws in your negotiation and decision-making processes, develop frameworks for making sound decisions, and create a system to monitor, improve, and implement your skills.

As a mid- or senior-level manager, you will learn techniques based on the latest advancements in the field of negotiation and decision strategy that will enhance your influence within your company and with your clients and vendors.

By attending this program, you will:

  • Develop insights on how to make intuitive decisions.
  • Learn strategies for analysis and preparing for negotiations.
  • Know what information is needed to negotiate effective outcomes.
  • Design foolproof strategies on how to improve reactions when making decisions.
  • Assess decision-making skills and develop plans to improve performance.

LOCATION
Chicago Booth, Gleacher Center, Chicago IL

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Ayelet Fishbach

Jeffrey Breakenridge Keller Professor of Behavioral Science and Marketing

Ayelet Fishbach has been a member of the University of Chicago's faculty since 2002. Professor Fishbach teaches MBA and Executive MBA classes in negotiation. Her class helps students develop a systematic approach to negotiation, enabling them to analyze and prepare for upcoming negotiation situations and interpret past negotiating encounters. Professor Fishbach’s research is in social psychology, with specific emphasis on motivation and decision making.

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George Wu

John P. and Lillian A. Gould Professor of Behavioral Science

George Wu has been a member of the University of Chicago faculty since 1997, where he teaches MBA classes in negotiation and decision making. Professor Wu’s research is centered on decision making under risk and uncertainty. His teaching utilizes a framework to enable managers to make better decisions.

I have undertaken a number of professional training courses involving negotiation skills. This one is the most comprehensive in terms of pulling together theory, psychology, and practical elements allowing for conducting a well-structured and potentially more successful negotiation in a variety of situations.

- Eric Davidson, VP, Asia-Pacific-Europe-Middle East-Africa, Modular Mining Systems


I think this session really allows for creating a level of self-awareness about your own style that you might have had. The topic, material, and faculty are world-class and a great investment on my part.

- Glenn O'Brien, Managing Director, Prudential Finance


Content was relevant and eye-opening to carry back to the workplace. Instruction was engaging and paced well to keep energy up while allowing for questions and interaction from the attendees.

- Brian Loudy, District Sales Manager, Rohm and Haas Company


Excellent course! The Chicago analytical approach & great cases relevant to real world examples is a winning combination.

- Sean Pipkins, Senior Manager, Manufacturing Collaborations, Genentech


The overall value of the course and material brings forth elements of theory and practicality that delivers core details of negotiation to understand the requirements needed by all parties to execute an agreement.

- Craig Kinley, VP of Eng & Net Opts, iPCS, Inc.


This program was top-notch from registration through completion. The subject matter is directly applicable to both personal and professional negotiations. In summary, this class was fantastic. I look forward to my next Chicago class.

- Bradley Lickenbrock, Aerospace Corporate Development, Huntsman Advanced Materials


Very good level of intensity and fast-paced live negotiations. I like the 'uncovering' lecture style so that negotiations aren't overly skewed to the 'right' answer.

- Daniel Carbery, Sr. VP Operations, Endo Pharmaceuticals

This program is designed to benefit middle, upper middle, and senior level managers, who would like to enhance their influence—both internally in their organizations and externally with other organizations and vendors—by improving their negotiation and decision-making skills.

Managers in every functional area of responsibility, in all industry types, will benefit by attending this program. In particular, executives in areas such as marketing, sales, manufacturing, engineering, mergers and acquisitions, purchasing, human resources, strategy, and finance, as well as general managers who have been promoted through these routes, will find this program highly beneficial.

Program Outline

The Psychology of Judgment and Decision Making Processes

  • Framing decisions and assessing uncertainty
  • Seeking information
  • Learning from experience

Beginning with the Toughest: Price Negotiation

  • Negotiating hard with integrity
  • Untangling relationship building and price negotiations
  • Balancing assertiveness and empathy in negotiations

Coalitions, Power, and Fairness

  • Influencing outcomes when lacking might
  • Strategically forming and using coalitions strategically to build power
  • Dealing with divergent fairness concerns within groups and coalitions

Organizational Decision Making

  • Preparing for complex negotiations
  • Managing joint decision making among 20 or more people
  • Getting buy-in from a large group

Influence Techniques and Problem Solving

  • Common influence tactics and defenses
  • Creative problem solving as a negotiation technique
  • Fundamental goals of negotiation

Techniques for Creating Value

  • Multiple-issue contract negotiation
  • Goal of creating value
  • Quantitative tools for improving joint outcomes
  • Tools for uncovering the interests of the negotiation partner

Achieving Goals in a Multiple-issue Negotiation

  • Quantitative preparation technique for measuring interests and tradeoffs
  • Construction of a comprehensive negotiation plan

Action Planning: Putting It All into Practice

  • Developing action plans by assessing individual negotiating and decision-making skills, and developing plans to improve job performance

Upcoming Courses

Date Fee  
June 18 - 22, 2018 $10,500 Register Now »
December 3 - 7, 2018 $10,500 Register Now »

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