Effectively Negotiating with the Power of Persuasion
- Management and Strategy
Achieve greater deal-making success. Learn to craft deals that create maximum value for all parties. Understand how to manage the tension between creating value jointly while claiming value individually. You will leave the program with strategies and techniques that will maximize your ability to add value to every negotiations encounter.
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.
Registration closes 1 weeks prior due to pre-work -- November 7, 2017.
DateNovember 14, 2017 - November 15, 2017
Time8:00 am - 5:00 pm
- + details/register
Tuition includes breakfast, lunch, course materials and parking. There is a 10% discount for three or more registrants from the same company.
Outcome and 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
Topics and Sessions
- 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
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
“The professor explained effective negotiations as well as persuasion in an easy-to-understand way by using interactive exercises, videos and case studies. It was a great way of learning for me that helped me grasp both the strategy and tactics.” – Chief Accountant, County of Riverside
“Great program to improve understanding of the art of deal-making! After completing this program, I will prepare and plan more carefully.” – General Manager, Westside Estate Agency
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.
Continuing Education Units (CEU)
You will earn 2 CEU credits taking this IN PERSON course. A continuing education unit (CEU) is a measure used in continuing education programs, particularly those required in a licensed profession for the professional to maintain the license. A CEU unit of credit equals to 10 hours of participation in the accredited program designed for professionals with certificates or licenses to practice various professions.
Every reasonable effort will be made to ensure this course runs as described on this web page. Please note that course dates and professors are subject to change. You will be notified by email in advance if there is a date or professor change. Additionally, this course also requires a minimum number of registrants in order to take place. You will be notified by email if the course does not meet this minimum.