Executive Education

Negotiation and Decision-Making Strategies

Learn how to negotiate hard, with integrity, using the basic influence techniques of professional negotiators. You will learn how to acquire frameworks to improve your negotiation skills, influence for success, and improve decision-making processes. 

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:

  • Practice a systematic and insightful approach to negotiations and decision-making.
  • Monitor and improve your negotiation skills with personalized coaching and feedback from faculty.
  • Evaluate your performance across situations and people.
  • Learn how to adapt your negotiation approach to different situations and people.
  • Know what information is needed to negotiate effective outcomes

Chicago Booth, Gleacher Center, Chicago IL

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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.

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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.

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

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

The most incredible opportunity to bring world-class learning and leadership skills back to the non-profit sector. This is an opportunity that I would never have had, to learn from some of the world’s leading thinkers, and to take home processes and resources that are not likely available to a small, arts-based, community non-profit.

- Diana Moxon, Executive Director, Columbia Art League Office

Highly practical course driving concept to application. Business cases that progressively grew in complexity and demonstrate, as best as possible, real negotiation dynamics.

- Christopher Foster, Senior Financial Analyst, IBM

Excellent program with talented instructors.

- Christoffer Gronhoj, Director, PwC

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 to be more informed
  • Managing uncertainty to manage risk
  • Recognizing and overcoming biases

Beginning with the Toughest: Price Negotiation

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

Techniques for Creating Value

  • Identifying tools for uncovering the interests of negotiation partner
  • Moving from zero-sum positions to mutually satisfying agreements
  • Quantitative preparation techniques for measuring interests
    and tradeoffs

Influence Techniques and Problem-Solving

  • Adapting common influence tactics and defenses
  • Leveraging creative problem-solving as a negotiation technique

Coalitions, Power, and Fairness

  • Influencing outcomes when lacking formal authority
  • Strategically forming and using coalitions to build power
  • Confronting issues of equity within groups and coalitions

Organizational Decision-Making

  • Preparing for complex negotiations by designing a productive process and agenda
  • Managing joint decision-making and obtaining buy-in from large groups

Action Planning: Putting It All into Practice

  • Construct your personal negotiation strategy in one-on-one expert consultations
  • Synthesize all frameworks and hard skills developed during the week in a final multiparty negotiation exercise

Upcoming Courses

Date Fee  
June 15-19, 2020 $10,950 Register Now »
December 7-11, 2020 $10,950 Register Now »

Fee does not include accommodations.

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