Advanced Negotiations Seminar

Dr. Catherine H. Tinsley
Founder & CEO, Negotiation Consultants

June 23 - 24, 2008
Chicago, Illinois

Build Your Negotiation Confidence and Effectiveness

Business is negotiating. You may call it something else—raising money, selling, [increasing market share], hiring…whatever—but you're negotiating every step of the way, and you'll pay a price if you don’t recognize the process for what it is.

Norm Brodsky, Inc. Magazine

Negotiation is central to all organizations, and though managers must be competent in a broad array of analytical skills (such as marketing, finance, or operations), these skills will take managers so far. As a complement, you need a broad array of negotiation and influence skills. These skills not only help smooth internal dynamics, they also help managers bargain with external actors—competitors, suppliers, customers, and regulators.

Although you are already a negotiator, you can become a better one by deepening your understanding of the bargaining process and by learning more sophisticated techniques for creating mutual gain. The focus of this workshop is on improving managers’ negotiation confidence and effectiveness.  We will incorporate findings from economics, psychology, sociology, and game theory to build a conceptual framework for understanding most negotiation situations. Moreover, particular emphasis will be placed on helping you identify your own effective negotiation strategies and improving your negotiated outcomes.

Objectives

• To develop confidence in using negotiation as a tool to help you get what you want.

• To reevaluate your notions of when and why people negotiate.

• To understand the central strategies and tactics of negotiation.

• To improve your ability to analyze the behavior and motives of others.

• To diagnose situational factors and how they will influence the negotiation process.

Who Should Attend

• Managers with bottom-line responsibility
• Managers who negotiate with customers, suppliers, regulators, or other external constituencies
• Managers who have to coordinate with others within the organization

Bring Your Negotiations Problems

Participants are encouraged to bring negotiations issues to the seminar so that we might diagnose how to best resolve these issues and maximize your gain.

Seminar Content

Creating a Winning Game Plan

• Knowing your BATNA
  
• Forming a bottom line
• Setting your objective
  
• Understanding the other party's perspective
  

Strategic Anchoring

• Value context theory
  
• Using anchors to set your context
  
• Defending against the other party's anchors
  

Learning the Different Approaches for Reaching a Negotiated Agreement

• Exploring the tension between creating and claiming value
  
• Basic integrative bargaining techniques
  
• Basic distributive bargaining techniques
  

Identifying and Overcoming Negotiator Mistakes and Negotiation "Traps"

• Understanding the "fixed pie" bias
  
• Confusing strategy and objective
  
• Separating issues, interest, and positions
  

Group-on-Group Negotiations

• Group dynamics and competitive escalation
  
• Multi-level issues (inter- and intra-team negotiations)
  
• Adding third and fourth parties to the mix
• Understanding power and how to use it effectively
  

Coalition Formation

• Characteristic of coalitions
  
• Minimum formation principles
  
• Shifting alliances and how to stay on top
  

Format

The two-day seminar meets from 8:30 a.m. to 4:30 p.m. each day. It uses a mix of exercises, lectures, and case discussion. All materials are provided.

Instructor

Catherine H. Tinsley is an associate professor at the McDonough School of Business at Georgetown University, and is the executive director of the Georgetown University Women’s Leadership Initiative. Professor Tinsley is a faculty affiliate of the Washington Interests in Negotiation at the School for Advanced International Studies at John’s Hopkins University, and of the Center for Peace and Securities Studies at the Edmund Walsh School of Foreign Service, Georgetown University. She is also a Zaeslin fellow at the college of Law and Economics, University of Basel, and a CPMR fellow for the National Aeronautics and Space Administration. She has received several grants from: NASA and the National Science Foundation for her work on decision making and risk and from the Department of Defense and Army Research Office for her work on modeling culture’s influence on negotiation and collaboration. She is a past Board member and past Division Chair of the Conflict Management Division of the Academy of Management and a past board member and past program chair of the International Association of Conflict Management.

Dr. Tinsley collaborated with the White House and U.S. State Department to execute a woman-to-woman mentorship summit.  This summit kicked off in Helsinki, Finland, including remarks from President Tarja Halonen of Finland and President Vaira Vike-Freiberga, of Latvia and concluded in Washington, D.C., including remarks from President George H.W. Bush of the U.S. and Dr. Condoleeza Rice, then National Security Advisor.

Dr. Tinsley also partnered with the U.S. State Department and the Council of Women World Leaders to convene the first ever world-wide meeting of the Ministers of Women’s Affairs.

Dr. Tinsley has conducted numerous negotiations, conflict resolution, and leadership training seminars for various organizations including:  the Staff of the U.S. Senate, Rolls Royce N.A., Gucci, Sprint-Nextel, Nextel, Verizon Avenue, the World Bank, DPT Laboratories, Ferro, Lamson & Sessions, Rhode & Schwarz, the International Securities Management Association, the General Clinical Research Center, and the Korean International Trade Association. She has also run numerous “open enrollment” negotiations trainings for managers of a variety of companies, and within a variety of cultures, including: Germany, Japan, Korea, Slovenia, Hong Kong, India and Mexico. She also runs semi-annual seminars for Senior Executives in the Energy Industry.

Dr. Tinsley studies factors such as culture, reputations, negotiator mobility, and perceptions of fairness influence how people negotiate and manage conflict. She studies how near miss events bias people’s decisions under risk, and how these biases might be eliminated. She studies the effects of diversity on group performance and how mentorship influences salary and career progression, as well as gender differences in these relationships.  As well, she has written about how macro features in the national context (trade policies, capital market structures) influence international negotiations, and how U.S. based management theories do not always translate across national cultures.

She is, or has been, on the editorial board of Organization Behavior and Human Decision Processes, The Academy of Management Journal, International Negotiations:  A Journal of Theory and Practice, and International Journal of Conflict Management.  She has published in Negotiation and Conflict Management Research, Management, Science, Academy of Management Review, Journal of Applied Psychology, Organization Behavior and Human Decision Processes, American Sociological Review, Journal of Economic Psychology, Research in Organizational Behavior, Journal of International Business Studies, Research on Negotiations in Organizations, Negotiation Journal, Journal of Applied Social Psychology, Applied Psychology, International Negotiation:  A journal of Theory and Practice, and International Perspectives on Organizational Justice.   Her work has been translated for practitioners in the Academy of Management Executive.

She received her master's degree and Ph.D. in organizational behavior from J.L. Kellogg Graduate School of Management at Northwestern University, and her bachelor's degree in anthropology from Bryn Mawr College.

Location

The seminar will be held in Chicago, IL at a location to be determined.

Fee

ISBM Member Fee: $1,500
Non-Member Fee: $2,500

Cancellation Policy

• On or before May 23, 2008— no fee
• Between May 23 - June 9, 2008—$ 100 fee
• After June 9, 2008— full seminar fee charged
• All substitutions after June 9, 2008 — subject to a $50.00 administrative fee.

To register: Online Registration

For more information

Paula Dorminy or Gary Holler
Institute for the Study of Business Markets (ISBM)
Smeal College of Business
The Pennsylvania State University
484 Business Building
University Park, PA 16802-3603

Phone: 814-863-2782
Fax: 814-863-0413
E-mail: isbm@psu.edu