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Negotiation and Decision-Making:
Building Skills to Improve Your Outcomes

Friday, September 23

Building 212, room A157, 9:00 am - 4:00 pm

Instructor:

Rebecca White, Ph.D.
Research Scholar, Center for Decision Research
University of Chicago Booth School of Business

Workshop Description:

Success in all aspects of professional and personal life requires collaboration and negotiation with other people. Through this workshop, participants will learn about basic negotiation and group decision making concepts and will expand their repertoire of negotiation tactics and strategies. Participants will learn from interactive negotiation and decision making experiences through which they will obtain feedback from fellow participants and from the instructor. We will also discuss how to find creative and flexible ways to achieve negotiation goals, to protect your interests while seeking mutually beneficial opportunities, and to identify common psychological pitfalls that obstruct optimal agreements. This workshop is designed to benefit anyone who would like to enhance their influence by improving their negotiation and decision making skills, whether the context be internal (e.g. with colleagues within their organizations) or external (e.g., with individuals or groups from other organizations).

Learning Objectives:

• Develop a framework for assessing and effectively navigating negotiation situations
• Learn to set and achieve effective negotiation goals
• Identify the key characteristics of good agreements
• Acquire techniques for measuring interests, finding beneficial trades, and maximizing the outcome in a multiple-issue negotiation
• Develop a framework for making sound decisions in group settings
• Identify common psychological pitfalls that obstruct optimal agreements
• Increase creativity and flexibility in solving problems
• Develop plans to monitor, improve, and practice decision making skills on the job

Workshop agenda

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