Because little in business (or life) gets done without negotiation, this program has the potential to deliver a significant upside in your professional and personal outcomes.
In this program, you will learn from an extensive set of negotiation experiences in class, practice your skills, and benefit from feedback. The course begins with an introduction to basic negotiation concepts and tactics, followed by a focus on important aspects of the negotiation process—obstacles to effective communication at the bargaining table, the maximization of multiple interests, and tactics for coalition building. In the final session, we put it all together by introducing the impact of social capital on strategic negotiations and exploring negotiations that contain elements of both cooperation and competition.By attending this program, you will:
Upon completion of the program, participants will receive an official Chicago Booth Executive Education digital badge. This badge serves as a certified online credential of your achievement, and it can be shared on social networks such as LinkedIn.
Hong Kong Campus: The Hong Kong Jockey Club University of Chicago Academic Complex | The University of Chicago Francis and Rose Yuen Campus in Hong Kong
This program is designed to benefit middle, upper middle, and senior level managers, who would like to enhance their influence and performance—both internally in their organizations and externally with other organizations and vendors—by improving their negotiation 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.
John Burrows's academic home is the University of Chicago where he is a Senior Lecturer at the Harris School of Public Policy. He is also the Faculty Lead for Harris’s Evening Master’s Program (EMP). In addition, John holds an appointment as an Associate Fellow at Oxford University’s Saïd Business School where he teaches EMBA and MBA students negotiations each summer. Between 2014 and 2018, John taught at the Booth School of Business and will be again teaching at Booth in 2023-24. John earned his MBA and PhD in Behavioral Science from Booth and holds an undergraduate degree from Vassar.
Before moving into academia, John began his professional career at Arthur Andersen eventually becoming a partner at Accenture. His expertise was not limited to consulting; he also assumed senior roles in sales and marketing at enterprise software companies such as MicroStrategy, Siebel, and Oracle. In these roles, John negotiated, managed, and implemented complex, multinational, multimillion-dollar projects. His work spanned across continents, building and growing operations in the UK, USA, and Japan, and encompassing business development, international joint ventures, and mergers and acquisitions.
In addition to his degree teaching, John speaks, and consults to a range of organizations. Private sector clients include Accenture, Aon, ARCO Design Build, BNY Mellon, Capgemini, CUES, Edelman, IWI Wealth Advisors, Kiewit, and State Farm. In the healthcare sector, he has worked with the American College of Surgeons (ACS), American Orthopaedic Association (AOA), Association of Program Directors in Surgery (APDS), BrainLab, CVS Aetna, and the Society for Vascular Surgery (SVS). His public sector clients include the Civil Service Bureau of Hong Kong, Saudi Arabia’s Decision Support Group (DSG), Saudi Central Bank (SAMA), State of Wisconsin Investment Board (SWIB), the U.S. Army War College, and the U.S. Navy.
Essentials in Negotiations
Negotiation Approaches and Styles
Negotiations Tools and Multiparty Negotiations
Putting It All Together
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
|February 29-March 1, 2024||$3,800||Register Now|
|September 4-5, 2024||$3,800||Register Now|
This program typically runs twice a year.