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DETAILS:
Cost: $1,190
Length: 2 days
When: May 16 & 17
Time:
May 16
Continental Breakfast: 8:00 am
Class: 8:30 a.m. - 4 p.m.
May 17
Continental Breakfast: 8:00 am
Class: 8:30 am - 12 pm
Location: Buckhead Executive Education Center
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Program Description
Most professional sales people are good negotiators, but the best understand that continual improvement is the key to maintaining a competitive edge. Given the stakes faced by many sales people, even slight improvements in methods can make a significant difference in outcomes. In effect, professional sales people are like professional golfers who seek to improve their overall score by constantly refining their swing. This program is designed to help you become a better negotiator by honing your technique and enhancing your mastery of fundamentals.
The Negotiation Strategies and Techniques Program will employ multiple learning methods, including lecture, discussion, and face-to-face negotiations and will provide analysis of process and results. This program will be led by Robinson College of Business faculty who have extensive experience teaching sales and negotiation in the classroom and consulting for real-world businesses.
- Professional sales people or others (for example, purchasing agents) who want to become better, more effective negotiators will benefit from this program.
Choose when to negotiate and when not to negotiate
Prepare negotiation plans
Create value in negotiation
Divide value in negotiation
Protect their interests in negotiation
Evaluate the complexities of multiparty negotiations
James Boles, Ph.D., is Professor of Marketing in the Robinson College of Business and Executive Director for Robinson's Sales Program. He has received a number of faculty recognition awards from the Robinson College of Business for research and teaching. Currently a professor in Robinson's internationally recognized MBA and Executive MBA programs, Jim is also Editor of the Journal of Personal Selling and Sales Management.
Jim has conducted sales research and training for a number of leading organizations, including AT&T, NationsBank, Bank of America, Scientific-Atlanta, Alfa-Laval, Honeywell, and the Atlanta Olympic Committee. He also has presented seminars to strategic account managers for such major corporations as PPG Industries, BP, Exxon, Bank of America, Cypress Communications, Honeywell, and DuPont. Internationally, Jim has conducted sales training programs for sales managers in the Caribbean and the Middle East and negotiation seminars for executives from firms based in the Caribbean. He is the author of more than 50 articles published in such leading publications as the Journal of Marketing, the Journal of Business Research, the Journal of the Academy of Marketing Science, the Journal of Retailing, the Journal of Personal Selling and Sales Management, and the Journal of Applied Psychology.
Edward W. Miles, Ph.D., is an Associate Professor in the Robinson College of Business and the recipient of the 2007 Robinson College of Business Faculty Recognition Award for Excellence in Teaching. His research, training, and consulting work focus on negotiation, most notably for Accenture, AT&T, Solvay Pharmaceuticals, VLG, the Georgia Tech Building Construction Program, and the U.S. Centers for Disease Control.
Ed's MBA course on negotiation is the most popular elective in the Robinson MBA program. Additionally, he lectures on negotiation at German universities in Mannheim, Mosbach, and Stuttgart.
His particular areas of interest in the discipline of negotiation include cross-cultural negotiation, gender differences in negotiated outcomes, and the effect of self-confidence on negotiated outcomes. Ed's most recent project focuses on understanding why some people do not negotiate in situations where other people do.
Ed is the author or co-author of 20 refereed articles in management journals, including the Academy of Management Review, the Journal of Applied Psychology, and the Journal of Management.
Prior to coming to GSU, Ed served on the faculty of the College of Commerce at Clemson University.
Location:
Buckhead Executive Education Center
Cost: $1,190
