Negotiate with Influence: Shape Outcomes at the Bargaining Table
PROGRAM FORMAT: LIVE-ONLINE
Learn how to negotiate to achieve more value and maximize the interests of your organization.In today’s fast-paced, high stakes business environment, new opportunities and deals may present themselves at any moment and executives must be ready to negotiate. Negotiation skills may make the difference between a favorable and detrimental outcome for your organization. In this program, you’ll learn how to negotiate to achieve more value while maximizing the benefits for your organization and yourself.
In this highly interactive, live-online program, you’ll gain the skills to become a more effective negotiator. You’ll discover your unique negotiation style and its benefits in crafting a deal, explore how different strategic choices affect outcomes, acquire frameworks for cross-cultural negotiations, and identify biases at the bargaining table. You’ll also acquire powerful social capital techniques that can help you make more impactful deals and exceed organizational objectives.
What’s more, you’ll also gain a sense of confidence at the bargaining table that can only be achieved through experiences and practice. Unlike other negotiation online programs, you’ll participate in live negotiation exercises and receive live feedback from both faculty and a diverse group of peers to help you grow your negotiation skills.
By attending, you will:
- Gain essential strategies to negotiate with influence and prepare for success
- Explore your individual negotiation style and how hidden psychological biases may shape outcomes
- Discover the characteristics of a successful agreement and how social capital can help create organizational value at the bargaining table
- Learn how cultural and cross-border differences can influence negotiations in significant ways
- Understand different strategic choices and interpersonal skills that drive success to create a win-win scenario
Format
Our live-online programs are delivered in a synchronous format where you'll engage with faculty, industry leaders, and a global set of peers in an interactive, high-impact virtual environment. Often, these programs blend live sessions with activities or projects, and readings to deepen one's understanding of the materials. The benefit to this format is that you'll receive Booth's rigorous content in short, digestible sessions held multiple times weekly and span over a few weeks.
Participants should expect to commit a total of 4-6 hours per week to this program.
Schedule
Via four live-online sessions, this program provides a special opportunity to hone your real-time negotiation skills.
Live online sessions are held Monday and Wednesday mornings US Central Time (afternoons in BRT, BST/GMT, and WAT time zones; late evening HKT). View the full program schedule here.
Networking Forum
This program includes a live-virtual networking session, where participants will have an opportunity to introduce themselves to the cohort and share their work experience, as well as their most significant business challenge they are currently facing. Booth team members will host these forums, and will help continue post live-forum discussions onto the program's online discussion boards.
This program is an excellent fit for early and mid-career executives who seek to grow their negotiation skills for the benefit of their careers and organizations.
Leaders from a wide range of industries and organizations, including corporations, associations, nonprofits, startups, and public sector organizations will find this program beneficial.
Executives from most job titles and functions will also benefit from attending this program, including entrepreneurs and consultants. And those in legal, sales, marketing, real estate, community and social service, information technology, business development, human resources, sales, marketing, general management, and donor relations.
John Burrows
John Burrows is senior lecturer in leadership at the University of Chicago’s Harris School of Public Policy and an associate fellow at Oxford University’s Saïd Business School. He also teaches healthcare leadership in a newly launched double masters degree program in health policy taught jointly by the University of Chicago and the London School of Economics & Political Science. Previously, he was an adjunct professor at the University of Chicago’s Booth School of Business.
Before entering academia, John’s career spanned the public, private, and NGO sectors. He originally came to the USA from the UK to volunteer at the Southern Center for Human Rights and the Mississippi Capital Defense Resource Project. During college he interned with other anti-death penalty groups and also at the Cato Institute, a think tank in Washington, DC. Later he joined Arthur Andersen’s Office of Government Service (OGS) and led engagements with the U.S. Department of Justice (DoJ) and the Department of Housing and Urban Development (HUD).
John later switched into the private sector, where he was a partner with the consulting firm Accenture and held senior roles in sales and marketing at enterprise software companies including Siebel and Oracle. He negotiated, sold, managed, and implemented complex, multi-national, multi-million dollar projects around the globe, and gained experience building and growing operations in the UK, USA, and Japan, grappling with all that entails: BD, IJVs, M&A, etc. During his PhD studies John served as an advisor for Houses for Africa, a social enterprise firm based in Cape Town, South Africa.
At the University of Chicago and Oxford, John teaches leadership, negotiations, strategy, decision-making, and organizational psychology to MPP, MBA, and MA students, and to senior executives in open enrollment and custom executive-education programs. Custom executive education clients of John's include AbbVie, Alfa, American College of Surgeons, American Orthopaedic Association, Aon, BBVA, Brainlab, Cheung Kong Graduate School of Business (CKGSB), Civil Service Bureau of Hong Kong, Edelman, Health Care Service Corporation (HCSC), Kiewit, Kuwait University College of Business Administration, Merrill Lynch, State Farm, Syngenta, Trelleborg, and Workiva.
For three years now, John has also taught each cohort of the University of Chicago's International Innovation Corp (IIC) Fellows Program. The IIC recruits top-performing graduates of leading host-country universities and US based institutions and organizes them into teams of up to 3-5 Project Associates. Project Associates train for 5 weeks in skills required to translate their academic and professional knowledge into on-the-ground contributions. The IIC embeds each team within a government, non-profit, or foundation office in India or Brazil to work on an innovative development project with a discrete, tractable scope for 1-3 year projects. Last year, John taught in the University of Chicago Data and Policy Summer Scholar Program which offers top global undergraduate students a 4-week experience with rigorous training on data analytics and public policy.
John is a sought-after speaker across industries but especially within healthcare. He has presented to the American College of Surgeons (ACS), including to their Board of Regents, and delivered a grand rounds lecture to the University of Chicago’s Department of Orthopedic Surgery and Rehabilitation. John has also delivered keynote speeches for the American Orthopaedic Association (AOA) and the Association of Program Directors in Surgery (APDS).
John currently serves on the advisory board of Profitable Ideas Exchange (PIE), which builds communities of senior executive to tackle many of the world’s greatest challenges, and consults with clients across industries and geographies.
John received a Ph.D. and M.B.A. from the University of Chicago’s Booth School of Business and an A.B. from Vassar College.
Essentials in Negotiations
- Practical negotiation concepts, techniques, and tactics
- The cognitive aspects of negotiation
Negotiation Approaches and Styles
- Common psychological biases and their impact on outcomes
- Explore individual differences in negotiation styles
- Time and deadline influence in negotiation behaviors
- Value claiming versus value creating
- Integrative negotiation and joint gains
Influence in your Negotiations
- Social capital and leadership techniques for Influence
- Bargaining ethics, legal lines, and dishonesty
- Multicultural negotiation considerations
- Real-world constraints and cross-border negotiations
Negotiation Tools and Multi-Party Negotiations
- Contingent contracts
- Coalitional negotiations
- Standards of fairness
- Commitments and threats
What past participants say about negotiation programs at Booth Executive Education:
The frameworks I learned will help me be more thoughtful in my negotiations and put some context and strategies around how to approach different situations where negotiations are required.
I've been asked, "Why on earth would you sign up for a negotiation class? When do you ever need to negotiate?" The reality is no single day passes where I don't enter some sort of negotiation either at home or at work. The program pushes you out of your comfort zone with actual negotiation exercises with the rest of the (small) cohort, and the negotiations become tougher and more challenging.
It is a great place to try and flex your style in a safe environment. If you have been developing your own negotiation methods over the years but always wondered if you could benefit from formal training, this program is absolutely worth the investment. Thank you, Professor Burrows, for a transformative experience! Read about Sev's experience.
—Sev Gunes-Lasnet, Senior Manager, PwC
I have recommended this class to my employees and my boss. I am looking forward to the opportunity to take additional classes, and I REALLY hope that I can take more classes on negotiations from John...My world just became a lot bigger, and I am grateful for the opportunity to work with so many talented individuals from around the world. I am also excited to connect with some of them on LinkedIn and to continue the relationship.
—Michael Knotts, State Property Manager
Excellent course! The Chicago analytical approach & great cases relevant to real-world examples is a winning combination.
—Sean Pipkins, Senior Manager, Manufacturing Collaborations, Genentech
I think this course really allows for creating a level of self-awareness about your own style that you might not have had. The topic, material, and faculty are world-class and a great investment on my part.
—Glenn O'Brien, Managing Director, Prudential Finance
Highly practical course driving concept to application. Business cases that progressively grew in complexity and demonstrate, as best as possible, real negotiation dynamics.
—Christopher Foster, Senior Financial Analyst, IBM
This program was top-notch from registration through completion. The subject matter is directly applicable to both personal and professional negotiations. In summary, this class was fantastic. I look forward to my next Chicago class.
—Bradley Lickenbrock, Aerospace Corporate Development, Huntsman Advanced Materials
Successful Negotiators Aren't Born That Way
"We negotiate each time we have a challenging conversation with another person, not just in a professional environment, but also in our personal lives. Whether it's talking to your toddler about eating their green beans, trying to persuade your teenager to respond to your text messages within a few minutes, figuring out what to order on Grubhub, or watch on Netflix—these are all negotiations." —John Burrows, Senior Lecturer in Leadership at the University of Chicago's Harris School of Public Policy