Description

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 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.

Course Content

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

Course Impact

This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.

If you’re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!

Personal Impact

  • Advocate for yourself with confidence

  • Frame communication persuasively and speak in terms of other’s “currency”

  • Recognize favorable arrangements that strengthen relationships.

  • Discover how negotiable the world is—see past the status quo and construct new possibilities

Organizational Impact

  • Advocate for your team and company with confidence

  • Uncover the interests of colleagues, collaborators, and other companies.

  • Secure conditions for org success while maintaining key partnerships.

  • Unlock new opportunities through collaboration within your org and with outside entities.

Course Logistics

Fall Class Dates
December 5-6, 2024

Spring Class Dates
June 12-13, 2025

Fall Class Dates
November 13-14, 2025

Class Time
8:30am – 4:30pm

Course Price
$1900

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Proof of accomplishment

SHRM Recertification Provider 2020

In addition to developing knowledge and skills, you will receive 13 SHRM credits as proof of your accomplishment.

Eccles Executive Education is recognized by SHRM to offer SHRM-CP or SHRMSCP professional development credits (PDCs). This program is valid for XX PDCs. For more information about certification or recertification, please visit SHRMCertification.org.

Get a Certificate

Executive Leadership Certificate

This course is a part of the Executive Leadership Certificate.

Whether you are an aspiring professional or an attentive executive, this certificate can elevate your leadership potential. The courses in this certificate are designed to provide you with the expertise, credibility, and confidence required to lead modern teams.

Faculty

Katie Liljenquist, Ph.D.

Katie Liljenquist is on the faculty of the Executive Education program at the Eccles School of Business. As a National Science Foundation fellow, she earned her Ph.D. from the Kellogg School of Business at Northwestern University, where she was an award-winning professor in their MBA program. She has also been voted Teacher of the Year three times by the graduating MBA’s of BYU’s organization behavior program.

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