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'll 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. You'll also acquire techniques based on the latest advancements in the field of negotiation and decision strategy that will enhance your influence with your clients, vendors, employees and/or colleagues.
By attending this program, you will:
Chicago Booth, Gleacher Center, Chicago IL
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.
George Wu studies the psychology of decision making; goal-setting and motivation; and cognitive biases in bargaining and negotiation. Additionally, he has received research funding as part of a 3-year, $3.6 million project entitled "Enhancing the Human Experience through Behavioral Science: New Paths to Purpose," to advance the behavioral science of purpose. Project research explores how people adopt, pursue, and fulfill their intentions to accomplish something that is meaningful to the self, and often is of consequence to the world beyond the self."
Wu's research has been published widely in a number of journals in economics, management science, and psychology, including Cognitive Psychology, the Journal of Personality and Social Psychology, the Journal of Risk and Uncertainty, Management Science, Psychological Science, and the Quarterly Journal of Economics.
Prior to joining the Chicago Booth faculty in 1997, Wu was on the faculty of Harvard Business School as an assistant and associate professor in the managerial economics area and then in the negotiation and decision making group. He also has worked as a lecturer at Wharton School at the University of Pennsylvania. Prior to graduate school, Wu worked as a decision analyst at Procter & Gamble.
Wu is a former department editor of Management Science and is on numerous editorial boards, including Decision Analysis, Journal of Behavioral Decision Making, Journal of Risk and Uncertainty, and Theory and Decision. He earned a bachelor's degree cum laude in applied mathematics with a concentration in decision and control in 1985, a master's degree in applied mathematics in 1987, and a PhD in decision sciences in 1991, all from Harvard.
Ayelet Fishbach studies social psychology, management and consumer behavior. She is an expert on motivation and decision making. She has presented her research all over the world.
Fishbach’s research has been published in psychology, management and marketing journals, including Psychological Review, Journal of Consumer Research, Journal of Experimental Psychology: General, Journal of Marketing Research, Psychological Science, and the Journal of Personality and Social Psychology. Her research is regularly featured in the media, including WSJ, CNN, Chicago Tribune, NPR and was selected to be featured in the New York Times ‘Annual Years in Ideas.’
Fishbach has served as an Associate Editor on several journals, including Psychological Science and the Journal of Personality and Social Psychology, and she has served on the editorial board of leading journals in psychology and management. She has further served as the president of the International Social Cognition Network (ISCON) and the Society for the Study of Motivation.
Fishbach is the recipient of several international awards, including the Society of Experimental Social Psychology's Best Dissertation Award, Career Trajectory Award, and the Fulbright Educational Foundation Award. In 2006, she received the Provost's Teaching Award from the University of Chicago.
Fishbach earned a bachelor's degree with distinction in psychology in 1992, a master's degree summa cum laude in psychology in 1995, and a PhD magna cum laude in psychology in 1999, all from Tel Aviv University. She joined the Chicago Booth faculty in 2002.
The Psychology of Judgment and Decision Making Processes
Beginning with the Toughest: Price Negotiation
Techniques for Creating Value
Influence Techniques and Problem-Solving
Coalitions, Power, and Fairness
Action Planning: Putting It All into Practice
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
I thought I knew a fair amount about negotiation before I took the course. I have been in commercial real estate for 25 years. This course taught me a lot about my negotiating strengths and weaknesses, how to improve and how to make a lot more deals!
—Joanne Stevens, NAI Iowa Realty
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
We are all negotiators. Whether buying a home or acquiring a company, we all face situations that require working with another party to set terms that we find advantageous. Chicago Booth’s George Wu explains some of the good and bad practices that can determine how a negotiation will go and looks at some of the most common negotiation problems many of us face.
|December 13-17, 2021||$10,950||In-Person||Register Now|
Check back soon for summer 2022 dates.