SMU Cox Executive Education to Premiere Two-Day ‘Master Negotiation’ Program
<strong>Dallas </strong><br />SMU Cox Executive Education will offer in May for the first time a two-day program designed to enhance the skills of anyone wanting to become a more effective negotiator.<br /> <br />“The program will provide participants with the training they need to take advantage of the gain-gain approach, today’s most respected method of negotiation,” said program leader Robin Pinkley, professor of management and organizations at the Cox School of Business and the founder of the M2M Center for Profitable Negotiation. She is also co-author of Get Paid What You’re Worth: The Expert Negotiator’s Guide to Salary and Compensation and past president of the International Association of Conflict Management.<br /> <br />“The gain-gain approach gives individuals the understanding they need to succeed at any type of principled and profitable negotiation,” Pinkley said. “Those who take this program will be more effective whether they face tough challenges with peers, clients, customers or adversaries.”<br /> <br />The topics that will be covered during the May 6-7 “Master Negotiation” program include:<br /><br /><ul><li>How to obtain the traits of master negotiators.</li><li>Common and costly negotiator biases and how to avoid them.</li><li>The most effective first bids, counterbids and strategic anchors.</li><li>Real and imagined alternatives to settlement and how to determine if an alternative is advantageous.</li><li>The explicit and implicit value clients associate with every outcome.</li><li>The difference between being ethical and being fair.</li><li>More effective ways to act and react during a negotiation.</li><li>Ways to deal more effectively with the most difficult negotiators. </li></ul> <br />The program will be held at the state-of-the-art James M. Collins Executive Education Center on the SMU campus. To register, call 214-768-3335 or go online.<br />
