gsb.stanford.edu/exed/insp

inFlUenCe and negOTiaTiOn STraTegieS prOgramDates: October 20 – 25, 2013

Application Deadline: September 13, 2013

Tuition: $11,000

Price subject to change. Tuition includes accommodations, meals, and materials.Discounts available for applicants for 501(c)(3) organizations and for teams of three or more from the same organization.

Whether to close a major business deal, recruit a key team member, or obtain scarce resources in a highly interdependent environment, today’s most successful business leaders rely upon influence and negotiation skills at every turn. this program teaches participants effective influence tactics and negotiation strategies for every business situation, and helps them analyze ethical issues that arise as they negotiate to achieve their objectives.

Content oVeRVieW

the influence and negotiation strategies Program features a comprehensive curriculum covering negotiation skills and tactics as well as methods of dispute resolution that can be applied when negotiations break down. topics range from the use of influence strategies in the everyday work environment to complex deal negotiations involving cultural differences, coalitions, and ethical challenges. Participants take part in a variety of simulation exercises, from two-party to six-party negotiations, with constantly rotating partners from around the world.

Key taKeaWays

• Powerful strategies to improve influence in both two-party and multi-party negotiations• improved negotiation and dispute resolution strategies and skills• General frameworks that emphasize a rational and ethical approach to negotiation

hiGhliGhted sessions

Reciprocal influence Between managers and subordinates

While analyzing the results of simulated performance reviews, participants examine the psychological and behavioral factors that determine reciprocal influence processes between managers and their reports.

multi-Party negotiation: the harborco simulation

on the final day of the program, participants put all of their newly acquired negotiation strategies and tactics to the test by taking part in an intense six-party negotiation exercise that pits them against coalitions and hidden agendas.

Who should attend

executives from any functional area with 10 or more years of management experience will benefit from this program. it is appropriate for executives from organizations of any size or any industry.

samPle daily sChedule

Breakfast

Full breakfast at schwab

Residential Center

Morning Session I

the Choice to negotiate

Morning Session II

Creating Value: the new Recruit

negotiation simulation (negotiation)

Lunch

Buffet lunch with optional patio dining

Afternoon Session I

Creating Value: the new Recruit

negotiation simulation (debrief)

Afternoon Session II

influencing Without authority:

the one to the many

Afternoon Session III

Power and influence in social settings

Dinner

Cocktail reception followed

by a served dinner

exeCutiVe eduCation / neGotiation

gsb.stanford.edu/exed/insp

tyPiCal PaRtiCiPant mix

manaGement FunCtion

13% Finance/accounting50% General management9% human Resources6% information technology6% operations/Production13% sales/marketing3% other

industRy

3% Construction/engineering/materials6% Consulting3% education3% environmental services31% Financial services/insurance13% Government4% manufacturing3% military19% Petroleum/oil/Gas6% software9% telecom/information services

ReGion

15% africa16% asia3% australia/new Zealand16% europe3% middle east38% north america9% south america

“This is an outstanding program that provides excellent negotiation and influence tools. The material and exercises are very well done and the participant mix creates an extremely stimulating environment and provides an excellent networking opportunity.”

houda soubra

Senior Engineering Manager

Cisco Systems Inc.

taKe the next steP

For more information, or to apply to the influence and negotiation strategies Program, please contact laura moore, associate director, Programs and marketing.

Phone: 650.723.6641 email: moore_laura@gsb.stanford.edu

“excellent program! Students learn a tremendous array

of skills for both individual and multi-party negotiations.

i learned how to improve my weak areas in deal-making

and how to work as a team to achieve my company’s

goals while maintaining the proper ethics.”

Ramiro luis trebolle

Major Advisor-Petroleum

PDVSA Petroleo S.A.

FaCulty diReCtoR

margaret a. neale, the adams distinguished professor of management at the Stanford graduate School of Business, is known worldwide for her research into distributed team and learning environments. her research interests include decision making, distributed collaboration, team-based learning, negotiation, and team performance. She is coauthor of Negotiating Rationally (Free press, 1992).

otheR PRoGRam FaCulty

Brian s. lowery

Professor of Organizational Behavior, Stanford Graduate School of Business

elizabeth mullen

Associate Professor of Organizational Behavior, Stanford Graduate School of Business

Gregory B. northcraft

Professor of Business Administration and Harry J. Gray Professor of Executive Leadership, University of Illinois at Urbana-Champaign

larissa Z. tiedens

Jonathan B. Lovelace Professor of Organizational Behavior; Senior Associate Dean for Academic Affairs, Stanford Graduate School of Business

exPeRienCe the stanFoRd diFFeRenCe

stanford Graduate school of Business executive education programs offer executives from around the globe an extraordinary opportunity to immerse themselves in an intensive, collaborative learning environment where the focus is continually on the future. taught by stanford’s world-renowned faculty and supplemented by guest speakers, participants acquire the knowledge, vision, and skill to bring innovative leadership to their organizations while advancing their personal and professional growth.

exeCutiVe eduCation / neGotiation