Negotiation Strategies

 

Audience: Manager/Director Level
Duration: 4 hours
Location: Miami Business School, University of Miami

Overview

Negotiation is a fact of organizational life. All managers are negotiators and do so several times a day. An employee discusses araise with their boss. A customer and salesperson haggle over the price of a new car. A smallbusinessperson negotiates for equity share with an investor. The United States Senate agrees to a deal tokeep the government open. All of these are negotiations. Negotiation is how we get what we want from otherpeople. It is an influence process that results in agreements or impasse and is a challenge becauseyou andthe other side have conflicting interests. Although negotiation occurs every day, it is not easy to do well.There is an art and science to negotiation. In this module, negotiation basics arediscussed, starting with understanding different conflict resolution styles through self-assessment. Preparation for negotiation will be emphasized and practiced using a worksheet developed by the moduleleader. The modulewill then focusonfundamental practices ofdistributive andintegrative negotiation. Key ideas from the classic book, Getting to Yeswill becovered. The importance of developing power in negotiation through alternatives will be discussed. Learningthese basics of negotiation is essential for business success, and participants will learn practical take-away skills that they can put into practice immediately.

In this module, we will provide an in-depth understanding of negotiation strategies for principled negotiation.We will then practice negotiation skills through negotiation role-play exercises. Specifically, we will discuss:

Exercises: Strategies for Conflict Resolution (self-assessment), two-party negotiation role-play negotiations from the Northwestern Dispute Resolution Research Center.

Faculty


Terri Scandura

Terri A. Scandurais currently a Professor of Management in the School of Business Administration at the University of Miami. Her fields of interest include leadership, mentorship, and applied research methods. She has been a visiting scholar in Japan, Australia, Hong Kong, China and the United Arab Emirates. Dr. Scandura has authored or co-authored over two hundred presentations, articles and book chapters. Her research has been published in the Academy of Management Journal, the Journal of Applied Psychology,the Journal of International Business Studies, the Journal of Vocational Behavior, the Journal of Organizational Behavior, Educational and Psychological Measurement, Industrial Relations, Research in Organizational Behaviorand Research in Personnel and Human Resource Managementand others. Her book, Essentials of Organizational Behavior: An evidence-based approach, 2ndedition is published by SAGE Publications. Dr. Scandura is a Fellow of the American Psychological Association, the Society for Industrial & Organizational Psychology, and the Southern Management Association. She is a member of the invitation-only Society of Organizational Behavior (SOB) and the Academy of Management. She is a past-Associate editor for Group & Organization Management, the Journal of International Business Studies, Journal of Managementand Organizational Research Methods. She currently serves on Editorial Boards for major journals.

 

 

 

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