Our Negotiation and Decision Making Programs

Enhancing Influence: Mastering Persuasion without Authority

Duration:

3 Days

Dates:

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Overview:

In an era where leadership emphasizes consensus-building over giving orders, personal persuasiveness and effective negotiation skills are crucial for success. This program, based on solid psychological research, addresses a variety of persuasion challenges, from one-on-one negotiations to influencing organizational culture. The emphasis is on practical skills with immediate real-world application. Interested in enhancing both your persuasion and negotiation skills? Watch this brief video, where program faculty director Bob Bontempo explains how these skills, while different, complement each other.

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This program will equip you with the skills to:

• Develop an understanding of various persuasive styles.
• Learn the differences between persuasion and negotiation, and when to apply each.
• Acquire skills to analyze the personality type of your counterpart and customize your communication for optimal impact.
• Identify various types of organizational power and learn how and when to leverage them.

This program will equip you with the skills to:

• Personalized video analysis of your persuasive communication.
• Personal case application for hands-on learning.
• Individual assessment of your social style.

Navigating a Data-Driven World: Cultivating Quantitative Intuition

Duration:

4 Days

Dates:

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Overview:

Business leaders are inundated with a constant stream of data and information, making it challenging to make informed decisions efficiently and effectively. Our program addresses this challenge by teaching participants how to extract meaningful insights from data and make smarter decisions under uncertainty.

Through precision questioning and contextualizing data, participants learn to synthesize information and arrive at faster, better decisions. The program includes immersive, data-driven decision-making exercises that simulate real-world scenarios, allowing participants to test their skills and learn in a dynamic environment.

Led by experienced faculty directors with diverse backgrounds in industry and academia, including Amazon, American Express, Deloitte, Google, IBM, and Microsoft, this program provides a unique blend of theory and practice. Participants will gain essential insights and tools to apply immediately within their teams and organizations.

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This program will equip you with the skills to:

• Acquire competencies to make more informed decisions and lead change within your organization.
• Learn to gather, understand, and leverage data across the business continuum.
• Develop proficiency in extracting meaningful insights from data.
• Master the art of making decisions with incomplete information.
• Learn pragmatic communication techniques to enhance decision-making processes.
• Gain insights into building a culture of efficient decision-making within your organization.
• Build a diverse network of peers from various sectors, cultures, and countries, providing unique perspectives and insights.

Negotiation Mastery: Crafting and Maximizing Value

Duration:

3 Days

Dates:

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Overview:

The ability to effectively interact with others, whether understanding a client's needs or resolving internal conflicts, is crucial for achieving successful outcomes.

In our three-day program, you will learn how to optimize negotiations by crafting mutually beneficial solutions. Additionally, you will explore strategies for conflict resolution and gain insights into navigating cultural differences in negotiation scenarios.

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This program will equip you with the skills to:

• Explore four distinct communication styles and their impact on negotiations.
• Learn to avoid common decision-making pitfalls.
• Understand the dynamics of decision-making within a group.
• Determine when it's appropriate to walk away from a negotiation.
• Enhance your ability to negotiate across different cultures.
• Strengthen your conflict resolution skills and manage emotions during negotiations.

Behavioral Science for Business Success: Understanding People to Achieve Results

Duration:

3 Days

Dates:

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Overview:

In recent years, there has been a significant increase in the study and application of behavioral science, which combines insights from psychology, behavioral economics, and neuroscience.

Whether your goal is to enhance employee engagement, influence consumer behavior, or improve commercial outcomes, understanding how to ethically and effectively influence behavior is essential for achieving business objectives and driving profitability.

However, as organizations recognize the potential impact of behavioral science, two challenges arise: identifying the most relevant behavioral science tools and insights, and applying them in a way that delivers measurable returns on investment.

This program, developed in collaboration with leading researchers and practitioners in the field, provides access to experts who are not only renowned for their theoretical knowledge but also for their practical application of behavioral science.

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This program will equip you with the skills to:

• Gain a foundational understanding of the fundamental aspects of behavioral science that are essential for decision-makers.
• Learn a proprietary Full Cycle Approach to Applying Behavioral Science™, which has been developed to apply the most important insights from behavioral science.
• Acquire behavioral science insights and tools that are directly applicable to your role and your business.
• Discover how to bridge the gap between the theory of behavioral science and its practical application, including quantifiable ways to measure your success.
• Explore approaches to leveraging data analytics and precision questioning in your behavioral science strategy.
• Develop an immediately implementable, action-oriented, and measurable plan of action based on what you have learned.