Negotiation Strategies and Influence Skills

General

4 locations available

Program Description

* Increase your confidence to create value and resolve disputes
* Boost your negotiating effectiveness with business partners, customers, employees, and other stakeholders
* Build strong relationships through skillful dispute eesolution
* Drive your organization's success through better negotiations
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Who Should Attend

This program is recommended for senior and mid-level managers who seek to develop their skills and confidence in deal making, strategic influencing, and negotiation. Past participants have held positions such as general manager, president, vice president, and director, as well as managers of specific functional area such as Sales and Marketing, Operations, HR, Supply Chain and Strategic Planning.



Learning Objectives

In this program, you will gain hands-on experience with a variety of negotiation techniques that will enable you to develop a successful negotiation style, provide effective leadership in dealmaking and dispute resolution, and develop organizational negotiation and dispute resolution competency. The program uses cases, videos, peer feedback, personal journals, negotiation simulations, and other exercises to meet these objectives. You will leave this program with immediately implementable ideas for creating value through more effective negotiations.



Unique Features

An executive education course that emphasizes all four situational negotiation strategies


Unlike other programs that address one or two types of negotiation, you will actively examine negotiation in both external and internal settings, with emphasis on strategies that create value while enhancing long-term relationships. You will also gain practical knowledge of dispute resolution, a special type of negotiation that includes formal processes such as mediation and arbitration, as well as informal processes used by successful leaders.


Another distinctive feature of the program is the close contact and continued feedback you receive from the program faculty--even after your return to work.


Last updated December 2017

About the School

The Stephen M. Ross School of Business at the University of Michigan is a premier educational institution within one of the finest research universities worldwide. Our mission is to develop leaders in ... Read More

The Stephen M. Ross School of Business at the University of Michigan is a premier educational institution within one of the finest research universities worldwide. Our mission is to develop leaders in thought and action, who are ready to tackle the challenging, multidisciplinary problems facing society. Leaders who can provide moral and civic leadership, and who leverage their influence for the benefit of society. At Michigan, our over-arching strength is our unique ability to bridge scholarly theory with business practice. We believe true leadership begins with a holistic understanding of business. At our core is the pursuit of “intellectual capital with impact.” These are the ideas our faculty bring to the classroom and the tools our graduates use to shape the world. We’re interested in students who want to partner with faculty to co-create a very customized, robust educational experience. Our strategy to develop students’ leadership capability – in addition to impact requisite business knowledge and skills – is to provide action-based learning opportunities rooted in real-world issues. With an MBA from Michigan's Ross School of Business, you’ll enter the marketplace as a leader with the confidence and wisdom to define and achieve your vision of success. Read less
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