SMU Cox Executive Education to Premiere Two-Day ‘Master Negotiation’ Program

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<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 />&ldquo;The program will provide participants with the training they need to take advantage of the gain-gain approach, today&rsquo;s most respected method of negotiation,&rdquo; 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&rsquo;re Worth: The Expert Negotiator&rsquo;s Guide to Salary and Compensation and past president of the International Association of Conflict Management.<br /> <br />&ldquo;The gain-gain approach gives individuals the understanding they need to succeed at any type of principled and profitable negotiation,&rdquo; Pinkley said. &ldquo;Those who take this program will be more effective whether they face tough challenges with peers, clients, customers or adversaries.&rdquo;<br /> <br />The topics that will be covered during the May 6-7 &ldquo;Master Negotiation&rdquo; 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 />

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