3 Key Strategies of Effective Negotiators

3 Key Strategies of Effective Negotiators
Assoc. Dean Gaylen Paulson
Texas Executive Education, McCombs School of Business
September 16, 2016

We all negotiate every day — on the job, at home, in the marketplace.  After negotiating a deal, you might often wonder, “How’d I do?  Did I get the best deal possible?” Learning to effectively negotiate “on the fly” is really hard... primarily because you never get useful feedback! To make better deals, you need to understand the structure and dynamics of the negotiation process, and, you need to have the opportunity to practice in an environment where you can actually see how you did. 

I’m Gaylen Paulson, Associate Dean and Director for Texas Executive Education at The University of Texas at Austin McCombs School of Business, and a faculty member in our management department. My research and teaching at the b-school focuses on organizational behavior, including interpersonal communication and negotiation processes.  We’re all looking to achieve better outcomes… If you’d like a few ideas as to how you can become a better negotiator and get hands-on experience and feedback on how you’re doing.

In this video, you'll learn about an interactive case called “Sugar Bowl," that I published a couple of years ago, and is used by thousands of people each year across the country, and around the world.  From that quick experiential activity, I'll review several core skills and concepts that differentiate experts from average negotiators. We’ll have a great time along the way, and I promise that you’ll leave with a few ideas that you can use in your future negotiations. 
 
WHAT YOU WILL LEARN
• Common understandings and misunderstandings of conflicts and negotiation.
• Preparation for negotiation, including several commonly overlooked elements.
• Tools and tactics for driving value for yourself and for others.