Full course description
Course Overview
Negotiation is the art and science of securing agreement between two or more interdependent parties, who also want to maximize their own outcomes in the process. This workshop is experiential in nature. Using a series of exercises and simulations designed to capture a broad spectrum of situations that managers typically experience, the workshop will give you the opportunity to develop your negotiation skills in a low-risk learning environment as well as to learn more about yourself and about how others perceive you as a negotiator. The workshop discussion will be based on your experiences from the exercises as well as from scientific literature on negotiation and extensive experience of the professors.
Who should take this course?
This workshop is ideal for professionals who engage in decision-making, collaboration, and relationship management. A few examples include:
- Executives and Leaders: CEOs, COOs, Managing Directors, and Vice Presidents who navigate complex negotiations in mergers, acquisitions, and strategic partnerships.
- Project Managers: Responsible for aligning diverse stakeholders and securing project resources.
- Procurement and Supply Chain Managers: Negotiating contracts and managing vendor relationships to achieve cost and quality objectives.
- Sales and Business Development Professionals: Account Managers, Sales Directors, and Business Development Managers focused on closing deals and fostering client relationships.
Valuable Outcomes
Sharpened Skills: Practice negotiation techniques in a low-risk, supportive environment.
Self-Awareness: Discover your unique negotiation style and how others perceive you.
Proven Insights: Learn strategies backed by scientific research and the expertise of seasoned professors.
Course Dates
Day 1: Thursday, May 1, 2025, 9:00 AM - 4:30PM
Day 2: Friday, May 2, 2025, 9:00 AM - 4:30PM
Lunch is provided for participants.
Info Sessions:
Date TBA
Attend an info session to ask questions and get more information about how this workshop can help your organization leverage generative AI tools.
Daily Agenda
9:00 AM Workshop begins
12:00 PM Lunch break (Boxed lunch provided)
1:00 PM Workshop resumes
4:30 PM End of day
Day 1: Basic and Advanced Negotiation Strategies
- How to prepare for negotiations: setting goals, defining your Reservation Price (RP) and working on your Best Alternative to a Negotiated Agreement (BATNA)
- Integrative vs. distributive negotiation
- Negotiations at the workplace
Day 2: Complex Negotiations
- Agents in negotiations
- Multi-party negotiations
- Cross Cultural Negotiations
Cancellation and Refund Policy
Cancellation requests must be submitted in writing at least seven days before the program start date to receive a full refund. No refunds are provided within seven days of the program start date, but participants may defer their enrollment to another session of the same program offered later.
Smith Executive Education Homepage | Contact us: rhsmith-execed@umd.edu