Negotiation: The Art and Science of Reaching Agreements

Negotiation is both the science and the art of reaching agreements with other parties.

Details

There are no sections of this course currently scheduled. Please contact us for information about when this course will be offered again.

This class is part of the Leadership Program.

Contact Us

We have partnered with UC San Diego Extension to offer Executive Education programs. Registration will be processed through the UC San Diego Extension website.

About the Program

Negotiation is both the science and the art of reaching agreements with other parties.

The workshop will proceed along these two lines. First, we familiarize ourselves with the science of negotiation: how to recognize the structure of a conflictual situation and know what techniques tend to be most effective given that structure. Second, we will use a hands-on approach of role-playing exercises to help you develop your own style and learn for yourself the art of negotiation.

We are concerned with (1) developing a broad understanding of the central concepts in negotiation; (2) providing experience in the negotiation process, learning how to use strategies and tactics; (3) understanding how to avoid psychological biases yourself and use it to influence your opponent.

Impact

  • Understand psychological biases, and how to overcome them
  • Gain key negotiation tools: How to prepare for the negotiation and then execute this plan effectively
  • Discover your negotiation style and how to adjust it to different players and environments

Participants

This course has been designed for mid-level to senior managers and individuals eager to expand their negotiation capabilities and increase their influence and impact at work, home and practically everywhere.

Program Faculty

Professor Uri Gneezy

Uri Gneezy, Ph.D., is the Epstein/Atkinson Endowed Chair in Behavioral Economics at the Rady School of Management, UC San Diego. His early work on when and why incentives can backfire has become the cornerstone in a compelling line of research that explores when traditional economic theories fail to explain real human behavior. His research focuses on putting behavioral economics to work in the real world, where theory can meet application. Examples include using incentives to change behavior and create habits, understanding unethical decision making and increasing charitable giving. His work was published in top Economics, as well as general interest journals such as Science and PNAS. Uri is the co-author of the bestseller book The Why Axis

As a researcher, Gneezy’s focus is on putting behavioral economics to work in the real world, where theory can meet application. Gneezy is looking for basic research as well as more applied approaches to such topics as incentives-based interventions to increase good habits and decrease bad ones, negotiation, Pay-What-You-Want pricing, and the detrimental effects of small and large incentives. In addition to the traditional laboratory and field studies, Gneezy is working with several firms, conducting experiments using basic findings from behavioral economics to help companies achieve their traditional goals in non-traditional ways.

Gneezy received a PhD in Economics from Tilburg University, and a B.A. in Economics from Tel Aviv University. Gneezy was a faculty member at the University of Chicago, the Technion and the University of Haifa. Gneezy taught negotiation for the last 22 years at the University of Chicago, Technion and Haifa.

 

*The Rady School of Management Center for Executive Development (CED) may change, postpone or cancel a class at any time.  We do not provide refunds for any fees related to travel, including but not limited to gas, bus fare, train tickets, airline tickets, etc.  Certificate requirements may also change. We will provide as much notice as possible should this occur.

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