Santa Clara University

Effective Negotiations: Pitfalls and Proven Practices

What is the value to you, and your firm, of moving to the next level as a negotiator?

In Effective Negotiations you will develop a solid understanding of negotiating; a systematic process so you know what to do, how to do it, and why; as well as tools to keep you on track for all future negotiations. Participants will learn how to use this powerful approach to negotiation in a variety of settings --not just formal negotiations.

Program Benefits

• Learn key truths about negotiating that every seasoned negotiator knows
• Learn the biggest mistake in negotiating and how to avoid it
• Gain insights into what often works, what doesn't work, and why
• Discover the real power of questions and how to use them to give you a competitive edge

Program Topics

• Fundamentals of negotiation
• A process framework 
• What to do before, during and after each negotiation
• Team Negotiation

Who Should Attend

Managers and professionals across all industries and functional areas.

Faculty

Terri L. Griffith (B.A. UC Berkeley, Ph.D., Carnegie Mellon) is a Professor of Management at Santa Clara University's Leavey School of Business. From her location in the heart of the Silicon Valley, Terri helps executives and organizational design and technology & innovation management M.B.A. students understand how to build, manage, and improve their organizations.

Terri is the author of The Plugged-In Manager, to be published by Jossey-Bass this October.  Based on over 25 years of experience and research, dozens of interviews and case studies, she shows that you can't manage through people, technology, or organizational process alone. To succeed, especially in today's dynamic environment, you need to mix these three dimensions together. No silver bullet approach will work. The Plugged-In Manager presents how people from companies as diverse a Zappos, Socialtext, and Nucor Steel have been able to create effective mixes, and how you can do the same.

Terri is an expert on how you make combined technology and organization decisions and then work these changes into your organization. She is a regular contributor to GigaOM'sWebWorkerDaily; her own blog, Technology and Organizations; and has written for the Wall Street Journal; and Technorati. for more information, please visit TerriGriffith.com.

Refund and Cancellation Policy:
All requests for refunds must be sent by email to scuedc@scu.edu. The Executive Development Center's refund policy states that program registrants unable to attend will receive a refund under the following conditions:

• More than one week prior to the program will incur a $25 processing fee
• Less than one week prior to the program, no refund given
• If a participant is a no-show for a program, no refund will be given

The executive Development Center reserves the right to cancel any program for which minimum enrollment is not met prior to the program's beginning date. If a program is canceled, participants will be notified, and the full registration fee will be refunded.

Substitutions and Rollover Policy:
Participant substitutions are allowed for all programs. The substitute information must be sent by email - scuedc@scu.edu or call 408-554-4521 with the substitute information: name, job title, email address, and phone number no later than 2 p.m. the day before the program begins. For participants who opt to roll into a program scheduled at a later date, a $15 fee will be incurred for each rollover. The rollover fee must be received within two weeks of request. Since program prices are subject to increase, participants who roll to a subsequent program will also be responsible for any price increase.

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