Dr. Jeff Kudisch, Robert H. Smith School of Business
Sunday, January 31, 2010
8:30 am to 4:30 pm

Price $149 per attendee
Due to the interactive nature of this class, the course in limited to the first 50 attendees. (This is an outstanding discounted offer to hear Dr. Kudisch live for only $149. A one-day class with Dr. Kudisch elsewhere may cost up to $800 per attendee.)

Whether you realize it or not, negotiations are part of our every day. We negotiate with our vendors, our customers, our employees, our managers and even in our every day personal lives. (Ever ask for a free upgrade at a hotel? You'll be surprised at what you may receive, if you just ask.) Jeff Kudisch, Distinguished Tyser Teaching Fellow and Associate Chair at the Robert H. Smith School of Business at the University of Maryland, will lead an engaging, experiential, learning opportunity that will provide tips and expertise to last a lifetime.

Morning:
Claiming Value: Tips for Negotiation Success
Want to improve your bargaining power? This highly experiential half-day workshop uses role-play (a Harvard Business School negotiation simulation), peer feedback and a mini-lecture to enhance your negotiating skills. You will become acquainted with a variety of fundamental strategies and tactics that allow you to achieve successful outcomes when a negotiator wants to maximize the value obtained in a single deal and when the relationship with the other party is not important.

Specifically, this workshop focuses on those negotiations in which the parties compete over the distribution of a fixed resource, such as money. The key question in this type of negotiation is “Who will claim the most value?” Most refer to such “distributive” negotiations as a zero-sum game where a gain by one side is made at the expense of the other. Some scholars believe that distributive bargaining is unnecessary since they advocate resolving conflict cooperatively through integrative “win-win” bargaining. Others have criticized this negotiation approach because it can damage longterm relationships by focusing too much on the involved party’s differences.

On the other hand, although few of your negotiations will be purely distributive, even in cooperative negotiations distributive bargaining will come into play. If cooperative negotiation creates value or increases the size of the pie, the pie must still be divided. The effective negotiator must also be prepared to respond in kind when opponents use such distributive styles or the outcome may result in a situation disadvantageous to the negotiator.

This workshop is designed to provide participants with a self assessment of their negotiation skills (through the use of simulation), and improve their negotiation techniques and self confidence by learning how to:
• Better understand the distributive bargaining process, strategies and its effects, including concepts such as bargaining zones, reservation points, opening offers, concessions, etc.;
• Gain strategic advantage through the use of and response to a variety of distributive tactics;
• Know when an agreement can be reached and when to walk away;
• Improve your decision-making skills.

Afternoon:
Creating Value Through Win-Win Negotiations:
Getting to Yes Negotiating to a win-win outcome is an essential part of effective business practice today, whether your negotiation partner is across the world, across the country, or across divisions in your company. This half-day workshop supplements and extends the previous “Claiming Value” workshop by addressing the topic of collaborative, win-win (i.e., integrative) negotiations where you negotiate an outcome that not only satisfies you, but leaves your counterpart satisfied as well. Through the use of a large group exercise (simulation), lecturettes, and group discussions, this training component focuses on the key features of an integrative negotiations approach and helps participants improve their negotiation techniques and self confidence by learning how to:

• Understand how non-identical interests can lead to areas for joint gain (e.g., the importance of focusing on underlying interests rather then pushing for positions);
• Achieve win-win settlements by using strategies for uncovering interests and creating options for mutual gain;
• Understand the concept of a “Best Alternative to a Negotiated Agreement” (BATNA);
• Focus on external standards of fairness/objective criteria when evaluating offers;
• Prepare for a specific negotiation (i.e., what you need to know about your situation and what you need to know about the other party’s situation);
• Gain strategic advantage whether dealing with “soft-style”/integrative or “hardstyle”/ distributive negotiators.