RESCHEDULED: The Art of Negotiations: Speaking Softly While Carrying a Big Stick (Executive Education course)


***This course has been rescheduled for Spring 2020***

Key concepts and principles of negotiation, including establishing your Best Alternative to a Negotiated Agreement (BATNA), reservation price, target point, issues, interests, positions and strategies that can be applied across contexts (i.e., employment offers, property sales/purchases, mergers/acquisitions, consulting fees, business/vendor transactions) will be discussed.

Participants will be provided with an understanding of gender differences in negotiations as identified in recent research, influence tactics that can cause behavioral and attitudinal changes in individuals, ways in which power and influence tactics are used in the context of conflict resolution, and negotiation strategies that may be applied across contexts.

Attendees will participate in a two-party, multi-issue, quantified negotiation over an employment contract. The exercise illustrates Pareto optimality and the difference between compatible, trade-off or integrative and distributive issues.

The discussion and simulation contribute to participants’ professional development through the following outcomes:

  •  Developing an understanding of terms typically used in negotiations (i.e. interests, issues, positions, BATNA, reservation price)
  • Learning strategies to effectively negotiate, including but not limited to: gathering instrumental information prior and during negotiation, developing a BATNA, establishing one’s target vs. reservation point, identifying one’s and other party’s interests, issues, and positions, and engaging in integrative vs. distributive bargaining
  • Practicing applying these strategies during the employment negotiation simulation
  • Receiving brief consulting during the question and answer segment at the conclusion of the simulation

This course is taught by LMU Associate Professor of Management, Angélica Gutiérrez.

Saturday, November 9 at 9:00am to 12:00pm

LMU Playa Vista Campus, 212 12105 W. Waterfront Drive, Los Angeles, CA 90094

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