This interactive five-day program is designed to improve your personal effectiveness and increase the productivity of your organization by drawing on the latest research in the psychology of judgment, combined with time-tested theories of negotiation and decision making.

The purpose of this course is to help general and functional managers develop consistently effective strategies and systematic approaches to negotiations and decision making that will dramatically improve their personal effectiveness and the productivity of their organizations. The course provides sufficient familiarity with negotiating and decision making styles that will help managers identify their unique strengths and weaknesses, thus enabling participants to interpret and comfortably use the latest advances in the field of negotiation in their daily decisions.

The program will also equip participants to recognize and overcome flaws in their negotiation and decision making processes; develop frameworks for making sound decisions; analyze situations; develop plans to monitor, improve, and practice their negotiation and decision making skills; and more effectively learn the right lessons from their experiences.

Program Dates and Fees

October 25-29, 2010	$7,650.00
February 7-11, 2011	$7,650.00
June 20-24, 2011	$7,650.00
October 17-21, 2011	$7,650.00

This program is designed to benefit middle, upper middle, and senior level managers, who would like to enhance their influence, both internally in their organizations and externally with other organizations and vendors, by improving their negotiation and decision making skills. Managers in every functional area of responsibility, in all industry types, will benefit by attending this program. In particular, executives in areas such as marketing, sales, manufacturing, engineering, mergers and acquisitions, purchasing, human resources, strategy, and finance, as well as general mangers who have been promoted through these routes, will find this program highly beneficial.

Ayelet Fishbach has been a member of the University of Chicago's faculty since 2002. Professor Fishbach teaches MBA and Executive MBA classes in negotiation. Her class helps students develop a systematic approach to negotiation, enabling them to analyze and prepare for upcoming negotiation situations and interpret past negotiating encounters. Professor Fishbach’s research is in social psychology, with specific emphasis on motivation and decision making.

Christopher Hsee joined The University of Chicago faculty in 1993, teaching MBA and Executive MBA classes in managerial decision making strategies. His research and teaching are focused on behavioral decision theories, including preference construction, consumer decision making, and cross-cultural comparisons in risk preferences.

George Wu has been a member of the University of Chicago faculty since 1997, where he teaches MBA classes in negotiation and decision making. Professor Wu’s research is centered on decision making under risk and uncertainty. His teaching utilizes a framework to enable managers to make better decisions.

Classes are held at the Gleacher Center of the University of Chicago Booth School of Business, 450 North Cityfront Plaza Drive, situated along the Chicago River (one block east of Michigan Avenue), in the heart of the downtown district known as "The Magnificent Mile." The Center is within walking distance from some of Chicago's most exciting retail and entertainment areas.

The course will begin at 8:30am on Monday and end at noon on Friday.

Hotel Accommodations and Reservations

A limited block of rooms have been reserved for a discounted rate at the
InterContinental Chicago
505 N. Michigan Avenue
Chicago, IL 60611
Phone: 801.401.5226 or 800.235.4670 (toll-free)
Fax: 312.321.8725