Management |
Tune-Up Your Negotiation and Persuasion Skills Dr. Andrew L. Urich — Associate Professor of Management, Chair and Director of Student Development,Eastin Center for Career Readiness in the Spears School of Business at Oklahoma State University
Better negotiations lead to higher profits. Human interaction and persuasion are among the most important skills affect- ing your ability to succeed in business today. These skills are particularly vital during formal and informal negotiations.
Professor Urich’s seminars are designed to make you think and to see things in a new way. He uses vivid examples and stories and will make you laugh. This seminar combines research and actual case studies to facilitate significant and permanent improvements in your negotiation skills. This seminar will help you improve and sharpen the skills to facilitate more successful negotiation outcomes. You will develop the ability to improve your negotiation strategy and execution based on an understanding of persuasion, crit- ical thinking, and effective planning. Participants will also learn to identify factors that significantly impact negotiation outcomes through a series of discussions and group exercises. This seminar is sponsored by the Department of Management and the Center for the Future of Work in the Spears School of Business at Oklahoma State University. Participants earn 0.3 to 0.6 continuing education units (CEUs) upon completion of this seminar.
» KORN FERRY COMPETENCIES
Business insight | Communicates effectively | Develops talent | Persuades | Plans and aligns
SEMINAR OUTLINE
I. Background: Reconsidering conflict and negotiation A. Questioning the traditional view of negotiation
B. Changing your negotiation strategy, approach, and attitude C. Avoiding counterproductive conflicts and confrontations
II. Evaluating your interests and aspirations A. Clarify your goals and priorities B. Power of “No” C. Research on aspiration levels
i. Advantages of high aspirations ii. Factors restraining high aspirations D. Develop your BATNA (Best Alternative To Negotiated Agreement) E. Gain power by uncovering their BATNA
Continued on next page…
122
Powered by FlippingBook