Executive Decision-Making and Negotiations: Best Practices

Objective:

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

Content:

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 trade-offs

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