negotiation and decision-making strategies (ndms)/media/436410d9e9ba4aa19accbf67cd… · logistics,...

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 to increase the productivity of your organization and grow your career.

WHO SHOULD ATTEND? 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.

PROGRAM BENEFITS By attending this program, you will:•Developinsightsonhowtomakeintuitivedecisions.•Learnstrategiesforanalysisandpreparingfornegotiations.•Knowwhatinformationisneededtonegotiateeffectiveoutcomes.•Designfoolproofstrategiesforhowtoimprovereactionswhen

making decisions. •Assessdecision-makingskillsanddevelopplanstoimproveperformance.

IDEAS COMPETE, PEOPLE COLLABORATE Consistently ranked among the top programs in the United States and worldwide, Executive Education at Chicago Booth is where intellectual rigor, engaging teaching, and cutting-edge research meet. We create and learninanintense,exhilaratingclimateofdiscussionanddebate.

Ourexecutiveparticipantshavetransformationalexperiencesthatturn themintomoreempowered,impactfulleaders.

CONNECT WITH WORLD-CLASS FACULTYTheUniversityofChicagoBoothSchoolofBusinesshasoneofthemost highly-regardedfacultyofanybusinessschoolintheworld,including seven Nobel Prize winners.

LEARN MORE AT: CHICAGOBOOTH.EDU/EXECED E EXEC.ED@CHICAGOBOOTH.EDU P 312.464.8732

PROGRAM DETAILS

DATESJune 27–July 1, 2016 October 10–14, 2016

The program begins at 9 a.m. Monday and ends at noon Friday.

For hotel accommodations and more logistics, visit ChicagoBooth.edu/ExecEd

FEE$9,985 – Fee includes tuition, continental breakfasts, lunches, coffee breaks, and educational materials.

LOCATIONGleacher Center 450 North Cityfront Plaza Drive Chicago, IL 60611

FACULTYAyelet Fishbach Jeffrey Breakenridge Keller Professor of Behavioral Science and Marketing, Chicago Booth

George Wu John P. and Lillian A. Gould Professor of Behavioral Science, Chicago Booth

NEGOTIATION AND DECISION-MAKING STRATEGIES (NDMS)

The Psychology of Judgment and Decision-Making Processes•Framingdecisionsandassessinguncertainty•Seekinginformation•Learningfromexperience

Beginning with the Toughest: Price Negotiation•Negotiatinghardwithintegrity•Untanglingrelationshipbuildingandprice

negotiations•Balancingassertivenessandempathy

in negotiations

Coalitions, Power, and Fairness•Influencingoutcomeswhenlackingmight•Strategicallyformingandusingcoalitionsto

build power•Dealingwithdivergentfairnessconcernswithin

groups and coalitions

Organizational Decision-Making•Preparingforcomplexnegotiations•Managingjointdecision-makingamong

20 people or more•Gettingbuy-infromalargegroup

Influence Techniques and Problem Solving•Commoninfluencetacticsanddefenses•Creativeproblem-solvingasanegotiation

technique•Fundamentalgoalsofnegotiation

Techniques for Creating Value•Multiple-issuecontractnegotiation•Goalofcreatingvalue•Quantitativetoolsforimprovingjointoutcomes•Toolsforuncoveringtheinterestsofthe

negotiation partner

NEGOTIATION AND DECISION-MAKING STRATEGIES (NDMS)

PROGRAM OUTLINE

FOR MORE INFORMATION, CONTACT:Executive EducationThe University of Chicago Booth School of Business450 North Cityfront Plaza Drive, Suite 514Chicago, IL 60611-4316

Katie Corr Assistant Director Executive EducationP 312.464.8732 F 312.464.8769 E kathleen.corr@ChicagoBooth.edu

Achieving Goals in a Multiple-Issue Negotiation•Quantitativepreparationtechniquesformeasuringinterestsandtradeoffs

•Constructionofacomprehensivenegotiationplan

Action Planning: Putting It All into Practice•Developingactionplansbyassessingindividual

negotiating and decision-making skills and developingplanstoimprovejobperformance