Women's Leadership: Negotiations and Conflict Management Class Guide

WOMEN’S LEADERSHIP: NEGOTIATIONS AND CONFLICT MANAGEMENT

WOMEN’S LEADERSHIP: NEGOTIATIONS AND CONFLICT MANAGEMENT Overview Superior negotiation skills can give you a competitive edge in the market and yield better results for your company.

Skilled negotiators consistently evaluate, monitor, and improve their abilities by developing methods and strategies to help them secure effective deals, manage conflict, and execute high-stakes decisions.

In this program, you will develop skills and learn practices that will make you a more successful negotiator. You will enhance your skill set and learn how to manage negotiations to optimize your outcomes while mitigating potential risk. You will increase confidence in your decision-making abilities and identify the best ways to navigate complex negotiation scenarios, including job salary discussions, real estate transactions, and multi-million dollar sales, through practice and simulations.

Topics Covered • • • •

Negotiation fundamentals Creating and claiming value Resolving disputes Ethical concerns in negotiations

“The case studies really created opportunities for learning and growth—and made us think! I wish I’d had this training 20 years ago.”

PAST PARTICIPANT

Employer Benefits

Employee Benefits

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Maximize results of a range negotiations Effectively plan and prepare for important highstakes, multi-party discussions Analyze information relevant to deal-making Find innovative ways to create value in a negotiation that are low-cost for your organization

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Develop a toolkit of useful negotiation skills and strategies Learn how to think logically about a negotiation and avoid agreeing to a bad deal Gain confidence in your ability to negotiate in a high-pressure environment

Who Should Attend •

Entrepreneurs, human resources professionals, sales managers, purchasing agents, and other individuals who are frequently involved in negotiation situations

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Mid- to senior-level leaders looking to polish their negotiation skills Leaders in companies who are or could be involved in mergers and acquisitions

SHRM Recertification Provider Eccles Executive Education is recognized by SHRM to offer SHRM-CP and SHRM-SCP professional development credits (PDCs). This class is valid for 13 PDCs. For more information, please visit SHRMCertification.org.

Sample Schedule Day 1

Day 2

Negotiation Fundamentals

Preparing for Difficult Conversations

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Determining your BATNA and reservation price Who makes the first offer Anchoring Preparing for the negotiation

Creating and Claiming Value • • •

Common negotiation biases Framing gains and losses Integrative tactics

Creating a safe environment for disagreement Understanding your own and others’ conflict styles Recognizing and managing emotions

Facilitating Productive Conflict • Initiating a learning conversation • Balancing assertive and cooperative approaches • Replacing damaging conflict tactics with effective strategies • Building trust and understanding while negotiating creative resolutions

Presenting Faculty | Dr. Jennifer Cummings Jennifer Cummings is an Associate Professor in the Management Department at the David Eccles School of Business. Her research and teaching areas include interpersonal and professional communication, conflict management, leadership, emotional intelligence, public speaking, and team relations. She is a certified conflict mediator and certified emotional intelligence consultant.

Presenting Faculty | Dr. Kristina Diekmann Dr. Kristina (Tina) Diekmann is the Angus T. Shearer Professor of Ethics, Professor of Management, and Former Chair of the Department of Management at the University of Utah David Eccles School of Business. Dr. Diekmann’s research investigates how individuals behave in organizations, with a focus on fairness and ethics, negotiation, gender relations, and impression management. She received her Ph.D. in organizational behavior from the Kellogg Graduate School of Management at Northwestern University.

THE ECCLES DIFFERENCE The David Eccles School of Business enrolls about 6,000 students in its eight undergraduate majors, four MBAs, seven other specialized graduate programs, one Ph.D. program, and executive education curricula. It is also home to seven institutes and centers that support an ecosystem of entrepreneurship, technology, and innovation, including the Lassonde Entrepreneur Institute, Ken C. Gardner Policy Institute, Sorenson Impact Center, and more.

TAKE THE NEXT STEP Telephone: (801) 587-7273 Email: ExecEd@Utah.edu Website: ExecEd.Utah.edu Registration: Eccles.Secure.Force.com/ExecEdApplication 1731 E Campus Center Drive Robert H. and Katharine B. Garff Building, GARFF 4340 Salt Lake City, Utah 84112

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