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Effective Negotiations and the Power of Persuasion
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- Develop a greater understanding of the factors that facilitate and hamper effective negotiation and persuasion
- Improve your ability to analyze the needs, concerns, motivations, and desires of other negotiators
- To develop confidence in the negotiation process as an effective means for resolving conflict in organizations
- Develop strategic thinking skills in selecting behaviors that increase the likelihood of satisfactory negotiation both within and across cultures
- Become more successful at achieving consensus within your organization
- Introduction to Principled Negotiation
- Negotiation Foundations & Concepts
- Negotiation Strategy & Process
- Creating Value & Contingency Planning
- Negotiation Styles & Skill Sets
- Managing Challenges
- Cross-Cultural Negotiations & Negotiating with Foreigners
Topics:Management and Strategy
USC University Park Campus, Los Angeles, CACost:$1,450October 29, 2013 - October 30, 2013April 29, 2014 - April 30, 2014
Due to course pre-work registration for this course will close one week prior to course start date.
This highly-interactive course immerses you in the foundation to analyze and approach negotiations for optimal results. USC Marshall School of Business, MBA professor Peter Kim, facilitates group exercises that illustrate the principles, techniques, strategies and countermeasures you need to achieve planned objectives. Half art, half science, negotiation and persuasion are vital skills for real-world and business success. This course will build your confidence and provide you with skills you can implement immediately.
Who Should Attend
The program is geared to professionals who want to improve their negotiation and strategic communications skills. It is appropriate for those who seek to improve their negotiation performance, better understand their own negotiation style, and create more beneficial results in their business and personal interactions.
"The Effective Negotiations and the Power of Persuasion program managed to take a tough topic and break it down, explain it thoroughly and put it all together in a captivating way. I learned a lot and am excited about using my new skills at work." – Manager of Enterprise Telecom at DIRECTV
Through the use of case studies, intensive interaction and experiential exercises, the faculty will lead you to focus on the key knowledge and skills you need to take an active role in managing situations that require effective persuasion and negotiation skills. Participants also gain exposure to 'business like' situations and practice their management skills in a dynamic and participatory setting.
Peter Kim received his BA in economics and psychology with high honors in 1991 from Wesleyan University. He received his MS in 1995 and PhD in 1998, both in Organizational Behavior, from the Kellogg Graduate School of Management, Northwestern University.
His research concerns the dynamics of interpersonal perceptions and their implications for work groups, negotiations, and dispute resolution. He has published papers in many of the leading management and psychology journals including the Academy of Management Review, Journal of Applied Psychology, Management Science, and Organizational Behavior and Human Decision Processes.
For more information on Professor Peter Kim, see his official bio here.
$1,450 per person includes tuition, course materials and parking. There is a 10% discount for three or more registrants from the same company.
The USC Marshall School of Business, Office of Executive Education, does not offer any financial aid for its programs. However, you may be able to find external financial aid to help you with our courses through the two private loan programs listed below or elsewhere. This is not an exhaustive list; The USC Marshall School of Business, Office of Executive Education, does not specifically endorse any financial aid program.
The University of Southern California is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site: www.nasba.org.
Effective Negotiations and Power of Persuasion has been approved for 16 CPE units in Communication (8) and Personal Development (8).
Program Level: Basic
Delivery Method: Group-Live
Advanced Preparation: None