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3-Hour Virtual Sprint
The Anatomy of Negotiation: Optimizing Outcomes
with Dr. Christopher McCusker
Date Jun 5, 2003
Time
Format Live on Zoom
Registration Complimentary for IMS Members
Scheduling conflict? Register to receive 30-day, on-demand access to the session recording.

Overview
In this session participants will learn a framework for negotiation analysis that will help them (1) prepare for upcoming negotiations; (2) diagnose and analyze on-going negotiation problems; and (3) continue learning about negotiation beyond the session. Participants will also learn practical tips for making an opening offer, managing time pressure, dealing with cultural differences, seizing moments of leadership, and making wise trade-offs.
This session will provide managers with a foundation for conducting negotiation. That foundation will consist of two basic parts. First, participants will learn a framework for negotiation analysis. This framework will help managers prepare for upcoming negotiations, diagnose and analyze on-going negotiation problems, and continue learning about negotiation beyond the session. Second, participants will learn practical tips for conducting both competitive and cooperative negotiation. Some examples include tips for making an opening offer, managing time pressure, dealing with cultural differences, seizing moments of leadership, and making wise tradeoffs. Finally, the exercises will allow participants to try out new and creative behaviors in a safe, classroom environment.


Topics Covered
Learning to Negotiate Better • How does a negotiator become more effective? • Diagnosing negotiation situations • Understanding the dimensions of negotiation Competitive Negotiating • Tactics for capturing more value • Understanding the fierce, but fair competitor Cooperative Negotiating • Tactics for creating value • Overcoming barriers to cooperation Strategic Choice in Negotiation • How should negotiators choose a strategy? • Managing the other negotiator Leading a Negotiation Process • Ethical dilemmas in negotiation • Moments of leadership in negotiation

About Our Expert
Dr. Christopher McCusker
DR. CHRISTOPHER MCCUSKER
DR. CHRISTOPHER McCUSKER is visiting associate professor of organizational behavior at the A.B. Freeman School of Business at Tulane University in New Orleans. He served on the faculty of Yale University's School of Management for 10 years, and he currently teaches executive education for the John M. Olin School of Business at Washington University in St. Louis, the Graduate School of Business at Columbia University, and the Yale School of Management. An authority on executive education, Dr. McCusker has designed and delivered programs in many regions of the World, including the U.S., Europe, South America, the Middle East and Asia. His programs have been tailored to meet the needs of specific companies as well as diverse professional groups, including CEOs and executives, medical doctors, lawyers and architects. Through interviews with executives, he has developed and co-taught courses on leadership at Yale with CEOs from Procter and Gamble and PepsiCo. Dr. McCusker is also a Senior Consultant for Turknett Leadership Group in Atlanta, Georgia, where he specializes in executive coaching and leadership development. His one-of-a-kind leadership development program with Turknett includes seminars, personality assessments, 360 feedback, and coaching. Dr. McCusker received a Ph.D. in Industrial-Organizational Psychology from the University of Illinois at Urbana-Champaign, where he won a "Dissertation Research Award" from the American Psychological Association.
Program Level: Beginner/Intermediate
Delivery Method: Group Internet Based (Zoom platform)
Prerequisites: None
Advanced Preparation: None
Field of Study: Personal Development
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