Advanced Negotiations

Advanced Negotiations

This programme equips managers with the skills and confidence needed to be a master negotiator.

Programme dates: June 14-15, 2018


As managers advance in their careers, the ability to negotiate well becomes essential. Often managers have a basic grasp of negotiations skills, but do not have the sophisticated approaches needed to negotiate successfully in challenging situations. Participants will learn research-based, managerially tested concepts. Concepts will then be put into practice through role plays and experiential exercises.Participants will learn many new tools to take back to the workplace.


This programme is for mid-level and senior-level managers looking to negotiate more effectively and make better joint decisions. The programme will help participants recognize and manage the complexities of negotiating, including within teams and with multiple parties.


Negotiating for Individual and Joint Gains

  • Creating integrative agreements in the organizational context
  • Evaluating your alternatives correctly
  • Negotiating transfer prices

Negotiating Through and as Agents

  • Agents and motives
  • The power of alternatives
  • Ethics and negotiations

Good Decision Making in Negotiation

Introduction to Negotiating with Multiple Parties

  • Managing multi-party decision contexts 
  • How perceptions of fairness matter 
  • Negotiating in the context of coalitions

 Teams and Multiple Parties   

  • Determining the values at stake in a negotiation
  • Negotiating in teams
  • Finding the grand bargain

Harris Sondak (PhD, Northwestern University) is Professor of Ethics and Professor of Management at the David Eccles School of Business at the University of Utah. Dr. Sondak's research explores the psychology of allocation decisions including two-party and multi-party negotiations and in market contexts, group process and decisions, and procedural justice and ethics. His research has been published in many leading journals. He has received teaching awards including the University of Utah’s highest teaching honour.  He has been a visiting faculty member at Duke University, IMD, the Graduate School of Business at Stanford University, the Indian School of Business in Hyderabad, India, and the Kellogg School of Management at Northwestern University.


890 EUR + VAT Early bird fee (if paid by May 13, 2018)
990 EUR + VAT Standard fee

Online registration form >

Teeter Scholarship available:
Teeter Scholarships are full-tuition scholarships to attend executive education programs offered by the William Davidson Institute. Managers of non-governmental organizations and small, regional firms in emerging markets may apply for a Teeter Scholarship, which are awarded on a competitive basis. The scholarships are named to honor the memory of Robert M. Teeter, an advisor to U.S. presidents from 1968-1992 and a board member at the William Davidson Institute.
Download the scholarship application form >


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The programme is implemented in cooperation with

For additional programme information
please contact:



Santa Zeidaka

Executive Education
Open Programme Manager
Phone: +371 67015824 
Mobile: +371 29682525