Course: MKTG201
Section: 1F08
Date: Not Yet Scheduled
Location: Fogelman College of Business, Education Suite – Room 385
Program Fees: $695 per individual; 10% discount for 3 or more registrations from the same organization
Enroll online: Not Yet Scheduled

Negotiation is the life-blood of business, government, or any area of life where deal making is important, and most people understand that negotiation skills are crucial for managing interpersonal relationships.  However, you’ve probably noticed that some people seem to be more confident of their negotiating abilities…where does their confidence come from?  In this two day program, you will learn that negotiation skills are NOT inherent.  In fact, negotiation skills are learned -- through practice, experience and training.  It is a serious activity for professionally minded people that look to create value for themselves and others.

Topics Covered in the Program Include:

• Understanding human fear and managing  its impact
• Re-calibrating your language to diffuse  conflict
• Bargaining with both integrative and  distributive methods
• Strategically preparing for a  negotiation using formal tools
• Managing the physical negotiation  environment
• Conducting detailed, layered  needs-discovery
• Managing the physical side of  negotiation with movement and voicing
• Manage difficult, competitive people

This program is intensely hands-on and interactive.  Exercises, simulations, discussions and scrutinizing feedback are the order of each day.  Come prepared to roll up your sleeves and work!

Who Should Attend?

Any person interested in better understanding the negotiation process or needing to know how to fare better in important negotiations in their professional or personal lives.

Faculty: Greg Boller, Ph.D.

Dr. Gregory Boller is an Associate Professor of Marketing, former Chair of the Marketing and Supply Chain Management Department, and Director of the MBA Program.  Greg’s research focuses on marketing communications, negotiation strategy, and social marketing and ethics.  Greg regularly conducts negotiation seminars for companies and executive development programs. He recently served as an advertising consultant to the US Navy. Dr. Boller served as political research consultant to ABC News, the Foundation for National Progress, and the National Institute on Media and the Family. He also served as a lobbying strategy consultant for the National Hardwood Lumber Association and Family Business First.  Greg holds BS, MS and Ph.D. degrees in Marketing from Penn State University.