USC Marshall School of Business

Program

Nearly every interaction involves some form of negotiation or persuasion. Yet many of us engage in these activities with only a limited understanding of whether, when, or how they might work. The purpose of this course is to address this problem by examining the fundamental principles and techniques in these arenas. This is a skills-based course. Hence, participants will be given the opportunity to take part in multiple exercises that will expose them to a wide range of situations (including one-on-one and group), give them practice with numerous negotiation and persuasion techniques, and ultimately build their confidence with these endeavors.

Objectives

• 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.

Fee

$895 per person includes tuition and course materials.
There is a 10% discount available to USC Alumni and groups of three or more persons from the same company

Who Should Attend

The program is geared to executives and managers who want to improve their negotiation and strategic communications skills. It is appropriate for those who seek to better understand their own negotiation style, improve their negotiation performance, and create more beneficial results in their business interactions.

Online Teaching Method & Experience

Designed to fit your busy schedule, this approximately 12 to 18-hour “on demand” online course can be taken at your own pace over a three-week period. It includes online video sessions, reading and case studies, interactive exercises and discussions with faculty. For more detailed information click here.

Faculty

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. Prof. Kim 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.

For more information regarding refund, complaint and program cancellation policies, please contact our offices at 213.740.8990.