Negotiating Success: A Learning Laboratory

  • Too often, business leaders approach the negotiating table as a battleground—a place to convince the competition that their needs are the most important. Such antagonistic perspectives, often rooted in fear, undermine the potential of negotiation as an opportunity for collaboration and deepened relationships. This is the true heart of all successful negotiations, and only professionals who shift their focus from conflict to consensus realize consistently valuable gains.

  • At a Glance

    Abandon persuasion and strong-arm tactics and adopt the habits of world-class negotiators. Negotiating Success: A Learning Laboratory will give you the hands-on experience to navigate cooperative and competitive negotiations so you can increase your influence, build positive relationships and secure the best possible outcomes for your organization.

    The Program

    Actionable intelligence meets personal development to revolutionize the way you approach negotiation. In this course, you'll analyze case studies to identify the components of effective negotiation and learn which techniques determine consistent success. During small group discussions, you'll strategize around concepts of value creation and what it means to land a good deal. During a transmission of a live negotiation, you'll study non-verbal cues that dictate performance, and you'll discover the hallmarks of your own style in a face-to-face, in-class negotiation. Debriefs led by experts in bargaining, negotiating and management communications will sharpen your ability to enhance current strengths and seize opportunities for personal improvement across a variety of negotiations and collaborative environments.

    Where You'll Excel

    • Discover which components must be in place for a negotiation to be effective
    • Assess different types of negotiations for key issues, stakeholder needs and other complexities
    • Target hidden opportunities and satisfy conflicting agendas by creating value rather than claiming it
    • Learn how to prepare and use predetermined walkaways, goals and specific strategies to yield high value outcomes
    • Realize how others perceive you during individual and team negotiations and how to improve and capitalize on your personal style
    • Apply these principles beyond the negotiating table personally and professionally

    Schedule & Topics

    • Conceptual Structures of Competitive and Cooperative Negotiations
    • Mechanisms for Identifying and Creating Value
    • Strategies for Ensuring a Good Deal
    • The Role and Components of Effective Preparation and Analysis
    • The Use of Value-Creating Alternatives to Achieve One's Own Self-Interest
    • The Value of Information, Goals, Opening Discussions and Predetermined Walkaways

    Outcomes

    You'll walk away from Negotiating Success: A Learning Laboratory with:

    • A plan that ensures success before you ever sit down at the table
    • A tiered strategy that considers diverse stakeholder needs while promoting your organization's best interests
    • An improved ability to build positive and sustainable relationships internally and externally
    • Increased comfort and confidence during negotiations and expanded influence as a leader 

    Participants

    This program is designed for professionals who want to expand their influence, satisfy conflicting interests while maintaining positive relationships, or simply negotiate more valuable outcomes for their organizations. Negotiating Success: A Learning Laboratory is designed to support executives from firms of any size and industry, including both experienced and novice managers, founders of entrepreneurial ventures, and service professionals and partners of service organizations.

    Faculty

    Sherwood C. Frey Jr.

    Ethyl Corporation Professor Emeritus of Business Administration
    Before Frey - one of Darden's foremost experts in negotiation - retired from full-time teaching in 2010, MBA students scrambled to sign up for his popular course "Bargaining and Negotiating." Since coming to Darden in 1979, he has won multiple awards for his mentoring, teaching and leadership. A private consultant to companies, government agencies and other types of organizations for more than 40 years, Frey's previous appointments were at Harvard Business School (teaching) and the U.S. Department of Defense (consulting). He holds a Ph.D. in operations research and is the co-author of two casebooks (on quantitative analysis and methods) as well as numerous articles and book chapters.

    Marc W. Modica

    Senior Lecturer in Business Administration
    Modica brings extensive global experience to his negotiation and management communication teaching. He previously taught in Hawaii and Washington as well as abroad in Japan. Besides lecturing, his background includes market research assistance and consulting for banks in Seattle and Japan, respectively. At Darden, he is very involved in the Global MBA for Executives (GEMBA) program, with leadership in the India residency and Global Business Experience elective in Brazil. He has also co-directed the School's Leadership Education and Development (LEAD) program - part of a nationwide program that assists minorities pursuing careers in business and other fields.

    Location & Accommodations

    Darden School of Business
    Charlottesville, Virginia

    As a participant, you'll stay in a private room at the  Inn at Darden, our highly rated hotel adjacent to the classroom buildings and dining center. Accommodations are included in your tuition.

    Tuition & Certificates

    $7,200 covers materials, meals and accommodations at the  Inn at Darden.

    By taking this course, you will earn one week of credit toward a  Certificate of Specialization.