NEGOTIATIONS AND INFLUENCE
NEGOTIATIONS AND INFLUENCE
We negotiate every day -- with employers, coworkers, neighbors, landlords, parents, merchants, service providers, etc. Determining what price we will pay, the amount of our salary and compensation, where to go on vacation, and who will clean the kitchen are all examples of negotiations. Although negotiations are a ubiquitous part of our lives, many know little about the strategy and psychology of negotiating effectively. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve our objectives?
This course utilizes psychological science to teach you how to negotiate in a way that simultaneously maximizes economic outcomes and strengthens relationships. With multiple opportunities for hands-on practice and abundant real-life illustrations, this course provides concrete techniques that you can apply immediately in your personal and professional life.
Topics Covered
• What are the four biggest mistakes to avoid in negotiations?
• How can you enhance your power in any negotiation?
• How can you discern others’ interests and communicate in a way that targets those interests?
Employee Benefits
• Discover how negotiable the world is—see past the status quo and construct new possibilities
• Secure the conditions for your success, all while strengthening your relationships
• Advocate for your team and company with confidence
• Frame communication more persuasively and speak in terms of the other side’s “currency”
• How can you use the psychology of choice to decipher others’ preferences (and even alter those preferences!)?
• What is your decision-making style, and how does that affect how you filter information and negotiate?
• How can you align interests and solve issues of trust?
Employer Benefits
• Uncover the interests of your colleagues and those you manage
• Create natural rapport, project confidence, and invite cooperation
• Make decisions faster and more effectively
• Negotiate in a way that secures greater resources while simultaneously strengthening your relationships
Who Needs This Class
• Anyone who negotiates contracts, manages teams, or handles clients
• Anyone who wants to be a more effective advocate and collaborator
• Anyone who dreads confrontation and conflict
Sample Schedule
Day 2 Day 1
Claiming Value
• Biggest negotiation mistakes
• Understanding your greatest source of power in any negotiation
• Goals, first offers, concessions, and trade-offs
Caught Outside the Bargaining Zone
• Reducing egocentrism
• Differentiating between positions vs. interests
Creating Value
• Techniques to uncover interests
• How to frame information most persuasively
Advanced Negotiation Strategies
• Harnessing the psychology of choice
• Understanding your decision-making style
• Contingency contracts: Stop arguing and bet on it
Presenting Faculty | Katie Liljenquist, Ph.D
Katie provides negotiations training to a wide-range of professional groups around the country, speaking to executives, women’s organizations, legal associations, and at corporate retreats. Her research focuses on the psychology behind decision-making in the domains of ethics, power, and influence.
Katie has published in the world’s most prestigious scientific journal, Science, and was recognized by the New York Times’ annual “Year in Ideas” magazine as proposing one of the most innovative scientific ideas of the year. She has also published multiple articles in Harvard’s Negotiation newsletter.
THE ECCLES DIFFERENCE
The David Eccles School of Business enrolls about 6,000 students in its eight undergraduate majors, four MBAs, seven other specialized graduate programs, one Ph.D. program, and executive education curricula. It is also home to seven institutes and centers that support an ecosystem of entrepreneurship, technology, and innovation, including the Lassonde Entrepreneur Institute, Ken C. Gardner Policy Institute, Sorenson Impact Center, and more.
Our faculty members boast impressive professional and educational backgrounds and hold Ph.D.s from esteemed universities including the University of Pennsylvania’s Wharton School, Northwestern University’s Kellogg School, Harvard Business School, Stanford Graduate School of Business, and University of California at Berkeley’s Haas School.
TAKE THE NEXT STEP
Telephone: (801) 587-7273
Email: ExecEd@Utah.edu
Website: ExecEd.Utah.Edu
Registration: Eccles.Secure.Force.com/ExecEdApplication
1731 E Campus Center Drive
Robert H. and Katharine B. Garff Building, GARFF 4340 Salt Lake City, Utah 84112
081823