NEGOTIATING FOR POSITIVE RESULTS

Transcription

1 EXECUTIVE EDUCATION NEGOTIATING FOR POSITIVE RESULTS Go beyond winning. Understand how being yourself in business makes you a stronger leader. Whether you re challenged to allocate resources, seal the deal, or to provide the final stamp on an executive decision, learn how to negotiate with confidence. ANN ARBOR May 21-24, 2018 November 12-15, 2018 michiganross.umich.edu/ positivenegotiating TOP 10 GLOBAL PROVIDER Financial Times, 2017

2 NEGOTIATING FOR POSITIVE RESULTS Leading Collaboratively and Competitively Be the go to person for 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. You ll develop a personal approach to negotiating successfully, by incorporating frameworks from Profressor Shirli Kopelman s award-winning book, Negotiating Genuinely: Being Yourself in Business. You ll emerge with new skills and tools to help you successfully balance collaboration and competition that set you apart from others in the organization. Colleagues and business leaders in your organization will acknowledge and come to depend on you as a skilled, master negotiator who is able to maximize profits for your 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: Leaders who engage in 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: Product or Program Manager General and Senior Managers Team Lead Director PROGRAM STRUCTURE 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. You ll learn that making money, excelling personally, and doing good for society are not mutually exclusive. By integrating Professor Shirli Kopelman s Negotiating Genuinely framework into conversations about resources at work, you ll know how to balance these goals. Discover how this positive framework broadens the scope of negotiations and advances your leadership in the most competitive business settings. michiganross.umich.edu/ positivenegotiating DAY 1 THE FOUNDATIONS OF SUCCESSFUL NEGOTIATIONS Negotiation is a core leadership skill Goal-setting Strategic inquiry and advocacy with colleagues, customers and competitors CONVERSATIONS AS OPPORTUNITIES FOR VALUE-CREATION Competitive advocacy Influence in relationships Beyond Win-Win : balancing ambition and collaboration Succeeding when the deck is stacked against you Leveraging information asymmetry DAY 2 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 DAY 3 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 DAY 4 BEING A CROSS-CULTURALLY COMPETENT NEGOTIATOR Logic of appropriateness versus rationality Culture and diversity: an obstacle or opportunity? Advancing your negotiation leadership excellence

4 OUR WORLD-CLASS FACULTY At Michigan Ross, you ll engage with some of the world s most renowned experts. 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. 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 dayto-day conversations and high stake business opportunities. JEFFREY SANCHEZ-BURKS FACULTY DIRECTOR Professor of Management & 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 & entertainment, government, manufacturing, and medicine. 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 The Wall Street Journal, The New York Times, The Harvard Business Review, National Public Radio and numerous distinguished academic journals. 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

5 A WORLD-CLASS EXPERIENCE 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. michiganross.umich.edu/ For specific program questions or concerns contact Portfolio Director, Connie Lareau via at: rossexeced@umich.edu or she may be reached at positivenegotiating 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 [ FACULTY NOTE: Selected faculty will teach in each session of the program. ]

6 THE MICHIGAN DIFFERENCE WORLDWIDE AND IN ANN ARBOR THE UNIVERSITY OF MICHIGAN Founded in 1817, University of Michigan is one of the first public universities in the U.S. U-M is one of only two public institutions in the U.S. consistently ranked in the top ten, and has more than 100 top-ranked graduate programs. U-M maintains a global presence including initiatives in Southeast Asia, Brazil, Russia, India, and China. MICHIGAN ROSS 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. Our unique approach focuses on action-based learning and interdisciplinary, team-oriented situations. As a general management institution, Michigan Ross has earned acclaim for academic excellence: Approximately 230 faculty members who research, consult, and teach in all areas of business. EXECUTIVE EDUCATION Open Enrollment Programs Michigan Ross Executive Education was recently named a Top 10 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 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. 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. Contact us to arrange a consultation with one of our managing directors: rossexeced@umich.edu or (734) REAL IMPACT: Measurable Return On Investment One of the nation s top integrated health delivery systems turned to Michigan Ross to help their leaders link core competencies to customer benefits; improve strategic agility and leadership; measure and drive customer service and satisfaction; and build high-performance teams. An independent study was conducted to assess the organizational and personal impact of engaging with Michigan Ross. Here is what was found: 310% return on program investment 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

7 #1 MOST EDUCATED CITIES Forbes, 2014 #1 BEST MAIN STREETS Huffington Post, 2014 #2 BEST COLLEGE TOWNS Livability, 2013 ANN ARBOR 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. WORLDWIDE Michigan Ross offers 30+ diverse open enrollment offerings and numerous custom programs annually, serving more than 4,000 executives around the world. Ross delivers open enrollment programs in Hong Kong and Mumbai, and custom programs wherever our partners request. Regardless of where you attend, you ll benefit from the same outstanding, results-oriented Michigan Ross experience. michiganross.umich.edu/positivenegotiating rossexeced@umich.edu Explore our programs at: michiganross.umich.edu/execed NEGOTIATING FOR POSITIVE RESULTS ANN ARBOR May 21-24, 2018 November 12-15, 2018 $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

8 EXECUTIVE EDUCATION NEGOTIATING FOR POSITIVE RESULTS 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. Explore our programs at: michiganross.umich.edu/execed ANN ARBOR May 21-24, 2018 November 12-15, 2018 michiganross.umich.edu/ positivenegotiating Executive Education University of Michigan Stephen M. Ross School of Business 724 East University Ave. Ann Arbor, MI