Negotiation Strategy and Influence Skills
A two-day programme
The aims of the course:
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Gain a broad, intellectual understanding of central concepts in negotiation as they apply
in a variety of contexts.
Improve your analytical abilities for understanding and predicting the behavior of others
in negotiation settings.
Build confidence in your negotiation skills.
Develop a toolkit of useful negotiation skills, strategies, and approaches.
Improve your ability to analyze the negotiation situation and learn how to develop a
strategic plan to improve your ability to negotiate effectively.
Topic area for discussion:
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Introduction to Strategic Negotiations: Principled Negotiations. Should I make the 1st
offer? (case T.G.)
Negotiation Challenge 1: Distributive Negotiations (Case Synertec) How to prepare even
if you have only 10 minutes and how to deal with dirty tricks.
Prepare for Interest-Based Negotiations: Value creation strategies. View from the other
side of the table.
Negotiation Challenge 2: Interest-Based Negotiations (case Texoil) Investigative
strategies. Creative approaches to closing deals.
Conclusions and Takeaways: Why negotiations go wrong? Getting to Yes.
Reflection and Intention Setting: Getting beyond your goals
Preparing for Complex Deals: Planning document to Deal maker and how to strategically
navigate the issues.
Closing Complex Deals Cartoon: Negotiation Power, Log rolling.
Resolving Disputes & Negotiating in Teams: Why it is so hard to be fair and how to turn
your adversary into your advocate.
Resolving & Mediating Disputes in Teams: How to diffuse threats and getting past yes.
Conclusions and Takeaways: Negotiating with confidence.
The programme is led by Jeffrey Sanchez-Burks
Associate Professor of Management and Organizations
Dr. Jeffrey Sanchez-Burks is an Associate Professor of Management and
Organizations at the Ross School of Business at the University of Michigan
and a Faculty Associate at the Research Center for Group Dynamics at the
Institute for Social Research in Ann Arbor. He received his Ph.D. in Social
Psychology from the University of Michigan with graduate training in
Cultural Anthropology. Previously, he was on the faculty at the University of
Southern California and has had visiting appointments at universities in Singapore, Turkey and
Russia.
Professor Sanchez-Burks’ research examines how culture shapes how we think and behave. He
has published broadly on cultural differences and similarities in people’s approach to
collaboration, creativity, negotiations and disputes. His work has revealed patterns of American
Exceptionalism in various dynamics shaped by social-emotional mindfulness and has identified
core emotional and cultural competencies that influence the success of cross-cultural business
interactions.
Professor Sanchez-Burks has published articles in several scholarly journals including the Journal
of Personality and Social Psychology, Organization Science, Psychological Science, Journal of
Applied Psychology, Research in Organizational Behavior, and Negotiation and Conflict
Management Research. His work has been featured in The New York Times, National Public
Radio, The Harvard Business Review, TED, NPR, and several other international media outlets.
Sanchez-Burks serves on the editorial board of Organization Science, and is a Fellow of the
Society of Experimental Social Psychology, and member of the Association for Psychological
Science, the International Society for Research on Emotion, and the Academy of Management.
In addition to Executive Education and coaching, he teaches the popular MBA course on
Negotiation in a global economy. Sanchez-Burks is also a musician, surfer and father of Sirenna,
Diego and Gabriel.