NEGOTIATING FOR POSITIVE RESULTS

Transcription

1 NEGOTIATING FOR POSITIVE RESULTS BECOMING A PROFIT ARCHITECT: LEADING COLLABORATIVELY AND COMPETITIVELY Ann Arbor MAY 22-25, 2017 NOVEMBER 13-16, 2017 Top 5 Global Provider FINANCIAL TIMES, 2016 Don t miss out; register today!

2 REGISTER TODAY! NEGOTIATING FOR POSITIVE RESULTS Be the go to person for co-creating value in day-to-day business interactions. In this lively, experiential program you will learn to apply innovative negotiating frameworks and strategies with your team, across the hierarchy of your organization and in large-scale opportunities with business partners. World-renowned Ross thought leaders coach you through a set of complex negotiation exercises curated to challenge you, while offering insights into successfully balancing collaboration and competition to maximize profits. Join peers with diverse industry experiences to explore new ways to recognize personal biases, mindfully align emotions, build swift trust with difficult partners, and harness your leadership strengths. Develop a personal approach to negotiating successfully, by incorporating frameworks from Kopelman s award-winning book, Negotiating Genuinely: Being Yourself in Business. Individual Benefits Build skills to reveal hidden value and create opportunities Become a cross-culturally competent leader Read and respond to emotions to successfully implement negotiation strategies Identify and mobilize resources to energize your team Develop new insights, expertise, and confidence in your approach Challenge yourself to recognize opportunities in every conversation Organizational Benefits Leverage differences and diversity to generate growth and profits Advance innovative agreements with key internal and external stakeholders Lead successfully in highly competitive settings

3 Who Should Attend Emerging and Mid-level leaders new to high-stakes conversations Experienced negotiators seeking new techniques Leaders seeking to leverage, not just overcome differences Transformational leaders seeking to identify opportunities in daily business activities TYPICAL TITLES INCLUDE: General, Senior Managers Team Lead Director Product or Program Manager The Experience During this program you will hone your leadership skills through a challenging set of live simulations of complex negotiations. Integrating professor Kopelman s framework of Negotiating Genuinely to conversations about resources at work will illustrate how making money, excelling personally, and doing good for society aren t mutually exclusive. This positive framework broadens the scope of negotiations and advances your leadership in the most competitive business settings. DAY ONE THE FOUNDATIONS OF SUCCESSFUL NEGOTIATIONS Negotiations as a Core Leadership Skill Personal Benchmarking and Roadmap Strategic Inquiry and Advocacy with Colleagues, Customers, and Competitors WHEN TRUST & RAPPORT IS NOT ENOUGH Influence in Relationships Beyond Win-Win : Balancing Ambition and Collaboration Succeeding when the Deck is Stacked Against You Leveraging Information Asymetry DAY TWO DAY THREE DAY FOUR COOPERATING IN COMPETITIVE SETTINGS Developing a Strategic Process for Positive Results Diffusing Threats and Redirecting Power Moves Diverse Communications in Multicultural Interactions NEGOTIATION AS A CREATIVE CHALLENGE Structured Creativity: Bricolage and Arbitrage Reciprocating and Boundary-Breaking Recognizing Resources You Bring to Dynamic Collaborative Processes MAXIMIZING JOINT GAINS IN COMPLEX NEGOTIATIONS Building Swift Trust and Recognizing Hidden Value Balancing Cooperating and Competing Generating Sustainable Positive Outcomes MAINTAINING PRESENCE AND COMPOSURE IN DIFFICULT SITUATIONS Straddling Transactional/Relational Divide Toward a Sophisticated Approach to Power Reading and Responding to Emotional Cues BEING A CROSS-CULTURALLY COMPETENT NEGOTIATOR Logic of Appropriateness versus Rationality Culture and Diversity: an Obstacle or Opportunity? Advancing your Negotiation Leadership Excellence

4 REGISTER TODAY! Our Faculty At Michigan Ross, you ll engage with some of the world s most renowned experts in the field. Our faculty have collectively authored hundreds of articles and dozens of books. They travel the world, sharing their expertise with Fortune 100 companies in virtually every sector. They re prolific thinkers and creators of revolutionary studies and frameworks. But most importantly, they are determined and dedicated to leveraging their extensive knowledge to help you succeed. SHIRLI KOPELMAN FACULTY DIRECTOR Professor of Management and Organizations Professor Kopelman is a leading expert, researcher, and educator in the field of negotiations at the University of Michigan s Ross School of Business. Professor Kopelman has been featured in Businessweek, Fortune, and Harvard Business Review, and honored with outstanding teaching and prestigious research awards for work published in distinguished academic journals. Kopelman s framework of Negotiating Genuinely enables drawing on personal strengths to be simultaneously collaborative and assertive, lead with emotions, enhance creativity, and align with one s moral compass to sustainably maximize profits in day-to-day conversations and high stake business opportunities. JEFFREY SANCHEZ-BURKS FACULTY CO-DIRECTOR Professor of Management and Organizations Professor Sanchez-Burks is an award winning scholar and executive educator who designs, directs and delivers executive leadership development programs in more than 20 countries around the world working in diverse industries including financial services, arts and entertainment, government, manufacturing, and medicine. Broadly, his research centers on topics that inform how to develop innovative solutions, bridge cultural divides and manage the emotional tenor and tempo of organizations. Sanchez-Burks has presented in the TEDx series, and his research has been covered in National Public radio, The Wall Street Journal, The New York Times, The Harvard Business Review and numerous distinguished academic journals. Our Delivery Team We strive to make every aspect of the program a world-class experience. Our Program Directors work closely with faculty before, during and after the program to ensure you achieve your objectives. Program Managers facilitate a seamless transition between classroom and off-site activities and assist with anything you might need ensuring your focus is on learning, not logistics. Finally, our fabulous culinary and hospitality staff are dedicated to providing high-quality dining and accommodations. [ FACULTY NOTE: Selected faculty members will teach in each session of the program. ]

5 This program had an ideal blend of researchbased academic theory, hands-on practice with simulations, and real-world discussion from the experiences of diverse participants. Jonathan Alloy, MBA 03, VP and Product Manager, Wells Fargo Bank The quality of the sessions was consistently high. They provided an experience of negotiations that allowed participants to expand their visions and rethink their practice. Neil Tudiver, Mediation, Training, Dispute Resolution, Formerly Assistant Executive Director, Canadian Association of University Teachers

6 REGISTER TODAY! Real Impact Michigan Ross is committed to maximizing your return on investment. For example, one of the nation s top integrated health delivery systems turned to Michigan Ross to help their mid- to senior-level leaders with the following business challenges: Linking core competencies to customer benefits Improving strategic agility and leadership Assessing, driving, and measuring customer service and satisfaction Building high-performance teams Upon completion of the program, an independent study was conducted to assess the organizational and personal impact of engaging with Michigan Ross. Here is what was found: A 310% return on program investment A SIGNIFICANT REDUCTION in key service area wait times 25% of participants were promoted within six months of program completion 15% improvement in decision-making 16% improvement in teamwork The University of Michigan #1 PUBLIC UNIVERSITY IN THE US - WALL STREET JOURNAL Founded in 1817, University of Michigan is one of the first public universities in the U.S. 101 graduate programs ranked in the top ten. One of only two public institutions in the U.S. consistently ranked in the top ten. Top five for research productivity and intellectual capital. Over 51,000 students, 5,600 faculty on three campuses from over 100 countries. UM maintains a global presence including initiatives in Southeast Asia, Brazil, Russia, India and China. The Stephen M. Ross School of Business TOP 10 SINCE BLOOMBERG/BUSINESS WEEK Founded in 1924, the Stephen M. Ross School of Business at the University of Michigan is grounded in the principle that business can be an extraordinary vehicle for positive change in today s dynamic and global economy. As a general management institution, Michigan Ross has earned unqualified acclaim for academic excellence: Consistently ranked in the top ten for all degree programs. Approximately 230 faculty members who research, consult, and teach in all areas of business. In addition to top-ranked academic departments in the core business principles, the school provides unparalleled learning opportunities in leadership, entrepreneurship, sustainability, social impact, and emerging economies. Our unique approach which focuses on action-based learning and interdisciplinary, team-oriented situations develops leaders and ideas that make a positive difference in the world. Executive Education TOP 5 GLOBAL PROVIDER - FINANCIAL TIMES 2016 Michigan Ross Executive Education was recently named a Top 5 global provider by the Financial Times. The FT survey examined the open enrollment programs offered at 75 schools, weighing factors from faculty to follow-up. Among the highlights, Ross excelled with unique course design, renowned faculty, and participants reporting new skills and learning to impact personal and organization performance. We offer 30+ diverse open enrollment offerings and numerous custom programs annually, serving more than 4,000 executives around the world. Ross has locations in Ann Arbor, Hong Kong, Mumbai, Malaysia, Singapore, and Thailand and delivers programs globally wherever our partners request. We invite you to join us for any of our open enrollment or custom program offerings and to experience first-hand the Michigan Ross difference. Michigan Ross Custom Programs Ross delivers custom executive development programs for organizations throughout the world. We start by gaining a deep understanding of your business strategy and talent needs, and then work with you to create an experience that develops individual participants, builds networks and relationships, and provides a foundation for culture and organizational transformation. In close collaboration with you, we identify clear business and learning objectives, design learning experiences that align with those objectives, and bring together a world-class faculty team often including your company s leaders as teachers to deliver a truly transformational experience for your top talent. And we do all of this with a deep commitment to delivering results and a return on your investment. No matter your business challenge or strategic priority, Ross can be your partner in success. If you are interested in customized solutions for your company, please contact us to arrange a conversation with one of our managing directors: rossexeced@umich.edu or (734)

7 Experience the Michigan Difference Around the World The University of Michigan is located in Ann Arbor, a vibrant and sophisticated college town located 50 miles from Detroit and less than 30 minutes from Detroit Metropolitan Airport, a major international hub with non-stop flights from over 115 U.S. and 20 international cities. #1 Most Educated Cities -Forbes, 2014 #1 Best Main Streets -Huffington Post, 2014 #2 Best College Towns -Livability, 2013 Leaders outside the U.S. are encouraged to explore our programs in Hong Kong, Mumbai, and Delhi, which offer access to the same transformational Michigan Ross experiences with less travel. Ross faculty members are excited to come meet you and share their insights, knowledge, and expertise to elevate your skills and advance your career. Enjoy ample opportunities to expand classroom learning with peers and immerse in the unique sights and sounds of these dynamic, thriving cities. Regardless of where you attend, you ll benefit from the same outstanding results-oriented Michigan Ross experience. NEGOTIATING FOR POSITIVE RESULTS Location: Ann Arbor May 22-25, 2017 Nov , 2017 Fee: $7,200 US Fee is payable in advance in US dollars and is subject to change Check our website for our Cancellation, Transfer and Substitution Policy Fee includes: On-site executive accommodations (pending availability) Program materials, assessments, and simulations All breakfasts, lunches, and break snacks/drinks Select dinners REGISTER TODAY! rossexeced@umich.edu Learn more or explore other programs online at: execed.bus.umich.edu From past participants: Carrying the positive leadership lantern into what can be one of the darkest parts of business life was nothing short of transformative! Shirli applies the positive leader frame to one of the most challenging and often contentious aspects of business. She made this meaningful work even more meaningful by keeping it real.

8 NEGOTIATING FOR POSITIVE RESULTS WORLD-CLASS FACULTY DESIGNED FOR IMPACT GLOBAL PERSPECTIVE We live in a moment when innovation isn t a choice - it s an imperative. CEOs around the world want people who are hungry for change, experimenters who are disruptive by nature. Learn a simple approach to recognize, develop, and launch winning solutions that capture opportunities and solve difficult challenges in managing the supply chain and in conducting successful business in general. Ann Arbor MAY 22-25, 2017 NOVEMBER 13-16, 2017 Top 5 Global Provider FINANCIAL TIMES, 2016 Reserve your seat today Register NOW! rossexeced@umich.edu