Program Overview
We negotiate every day – with potential employers, vendors, customers, coworkers, landlords, phone and internet service providers, parents and even our kids. Determining our salary, what price we pay for a product, or even who will do the dishes – all of those are negotiations. Even though we constantly negotiate, many of us know very little about the strategy and psychology behind effective negotiations.
Negotiation is the art and science of securing agreement between two or more interdependent parties, who also want to maximize their own outcomes in the process. This workshop is experiential in nature. Using a series of exercises and simulations designed to capture a broad spectrum of situations that managers typically experience, the workshop will give you the opportunity to develop your negotiation skills in a low-risk learning environment as well as to learn more about yourself and about how others perceive you as a negotiator. The workshop discussion will be based on your experiences from the exercises as well as from scientific literature on negotiation and extensive experience of the professors.
Next Cohort: August 24–26, 2022
Business leaders who master the skill of win-win negotiations will see their career paths accelerate and will be able to create more value in their organization and in society at large. Not only will they build more cohesive teams and develop stronger alliances in their professional and personal networks, they will also achieve career milestones more rapidly, and will develop a strong reputation for creating win-win situations.
Learning Objectives
The mission of this course is to:
- Introduce executives and working professionals to key elements in preparing appropriately for different types of negotiation.
- Practice with and understand how to apply negotiation concepts and frameworks to different negotiation contexts.
- Gain an understanding of key concepts for creating a problem-solving atmosphere leading to win-win negotiations.
Program Schedule
Dates: Wednesday, August 24; Thursday, August 25; Friday, August 26, 2022
Times: 9 a.m. to 4:30 p.m. each day
Modality: 100% In-person
Location: Smith DC campus in the Ronald Reagan Building
Note: A photo ID is required to enter the building
Robert H. Smith School of Business Suite
Ronald Reagan Building & International Trade Center - Concourse Level
1300 Pennsylvania Avenue NW
Washington, D.C. 20004
- Setting goals in negotiations
- Best Alternative to a Negotiated Agreement (BATNA) and Reservation Price (RP)
- Dealing with final offers and ultimatums
- Integrative vs. distributive negotiation
- Using contingencies in negotiations
- Developing an atmosphere for problem solving
- Interpersonal dynamics in negotiations
- Job negotiations
- Gender and negotiations
- Ethics in negotiations
- Using agents in negotiations
- Multi-party negotiations
Who Should Take This Program
This program is designed for professionals at all levels who want to learn how to negotiate more effectively – whether it’s product pricing, partnership agreements or the next job offer.
Individuals who want to be ready to “think on their feet” when the next situation arises to negotiate will find this program well suited to their needs.
There are no prerequisites for the course.
Registration
Course Dates: August 24, 2022 to August 26, 2022
Registration Deadline: August 19, 2022
What do you receive for completing this program?
- Professional digital certificate from the University of Maryland
- Credly© digital badge
- 1.8 UMD CEUs
Program Fee: $2,500
Available Discounts
- Current UMD-College Park students
- University of Maryland System School Alumni
- Federal Employees, Active Military & Veterans
Please contact us at rhsmith-execed@umd.edu for more information!
Faculty Experts
What do learners say about this program?
“The negotiation exercises were key – they showed me that I could understand the concepts, but applying them was a whole different ballgame.”
“I learned a lot of concepts that I was able to apply in my current job … it felt more like we were trained by a life coach that equipped us with the best tools to succeed.”
“It provided a lot of hands-on experience with negotiating … I feel I can take the lessons and utilize them in real life settings.”
“I liked how we didn’t just learn about negotiation theory, but we actually got to practice it. The practical application was great.”