Influence and Negotiation

Strategies Program
Program Dates and Application Deadline: See website for details
Tuition: $14,000 USD

Develop powerful negotiating skills for a range of situations in a rigorous, highly interactive WHO SHOULD ATTEND
program combining hands-on simulations with research-based discussions.
The Influence and Negotiation Strategies
Program is essential for today’s business
OVERVIEW leaders who must negotiate on a daily basis.
Think. Re-think. Negotiate. Debrief. In this intensive program led by Stanford Graduate School It’s specifically designed for:
of Business faculty, you’ll spend most of your time actively negotiating with fellow classmates— • Executives or senior managers from any
all experienced business leaders from around the globe. This isn’t just about the theoretical. industry, any organization, and any
It’s about learning from successes and failures and building practical skills you can apply functional area
directly to your workplace. You’ll learn how to get more of what you want, how to influence • Participants who conduct at least some of
without authority, and know when it’s wise to walk away. their daily business in English and can
therefore keep pace with this highly
interactive program
At Stanford GSB we look beyond cases. We rely on empirically validated research to give us
insight into the art and science of negotiation. Then, we use those findings to build effective
frameworks for successful negotiations. You’ll examine the social psychology and economics
of influence and delve into complex deal negotiations involving cultural differences, coalitions, SAMPLE DAILY SCHEDULE
and ethical challenges. Breakfast
Full breakfast at Schwab Residential Center
Morning Session I
KEY BENEFITS The Choice to Negotiate
The Influence and Negotiation Strategies Program will help you: Morning Session II
• Rethink your approach to negotiation—from adversarial to collaborative; from winning to Creating Value: Negotiation Simulation
problem solving (negotiation)

• Develop powerful, practical strategies to improve your influence and effectiveness in one- Lunch
to-one, multi-party, and multi-issue negotiations Buffet lunch with optional patio dining

• Gain advanced negotiation and dispute resolution strategies, including skills for when Afternoon Session I
Creating Value: Negotiation Simulation
negotiations break down
(debrief)
• Develop skills and strategies to advance reciprocal influence for mutual gain
Afternoon Session II
• Learn highly effective methods of interpersonal influence and persuasion Influencing Without Authority:
• Build frameworks that emphasize a rational and ethical approach to negotiation The One to the Many

• Gain a global perspective by negotiating with fellow participants who are experienced Afternoon Session III
Power and Influence in Social Settings
business leaders from around the world
Dinner
Cocktail reception followed by dinner
CURRICULUM
What’s the real cost of not negotiating? When do you share, and when do you hold back? How
can you exert influence when you lack authority?

The Influence and Negotiation Strategies Program addresses these questions and more. It
provides a rigorous and comprehensive curriculum that combines research-based discussions
with daily, hands-on simulations.

This program will challenge your assumptions and help you develop powerful influence tactics
and negotiation strategies for a range of situations—from recruiting a key player to competing
for scarce resources to closing a major deal.

gsb.stanford.edu/exec-ed/insp Program details subject to change. EXECUTIVE EDUCATION / NEGOTIATION

 “Living the INSP exceeded my expectations. I learned a lot, from the program and from the
participants also! All of the exercises force the participant to develop skills on the job —
this was great!”

Carolina Vazquez | HR Manager | Boston Scientific

PROGRAM HIGHLIGHTS
TYPICAL PARTICIPANT MIX
Management Function THE CHOICE TO NEGOTIATE
13% Corporate Development Everyone negotiates. Yet many people think of negotiation only as an interaction between a
10% Finance/Accounting buyer and seller, ignoring the common daily opportunities that exist to improve the status quo
39% General Management for themselves, their teams, and their organizations. This session will help you rethink
16% Information Technology
negotiation as problem solving and identify how you can create and claim value in your
8% Operations/Production
3% Research/Development interactions—from the everyday to the rare and high-value. You will also explore the value that
11% Sales/Marketing is left “on the table” and begin to develop a framework for getting (more of) what you want.
Industry
25% Computer/Peripherals/ RECIPROCAL INFLUENCE BETWEEN MANAGERS AND SUBORDINATES
Electronics/Software While positions of authority in organizations offer one the right to give orders, influencing the
2% Construction/Engineering/Materials other side to want to do what you want is usually a much more effective long-term strategy.
2% Consulting
This session examines the effective use of influence skills in the context of a supervisor/
10% Education
subordinate power relationship where orders can be given, but where reciprocal influence for
22% Financial Services/Insurance/
Real Estate mutual gain may be a more appropriate strategy.
10% Government
5% Health Care Services INFLUENCE WITHOUT AUTHORITY: THE ONE TO THE MANY
7% Manufacturing/Consumer Products
The ability to exert influence without relying on the power of a formal title can often be critical
2% Nonprofit
2% Real Estate
to effective management. In this session we will analyze strategies and tactics that will help
11% Telecommunications/ you influence others when you lack formal authority.
Information Services
2% Utilities
FACULTY DIRECTOR
Region
9% Africa
Margaret A. Neale, the Adams Distinguished Professor of Management,
9% Asia
Emerita, at Stanford Graduate School of Business, is known worldwide
5% Australia/New Zealand
for her research into distributed team and learning environments. Her
9% Europe
16% Middle East
research interests include decision making, distributed collaboration,
45% North America team-based learning, negotiation, and team performance. She is
7% South America coauthor of Getting (More of) What You Want: How the Secrets of Economics
and Psychology Can Help You Negotiate Anything, in Life and in Business
(Basic Books, 2015).

TAKE THE NEXT STEP

For more information, or to apply to the
Influence and Negotiation Strategies
Program, please visit
gsb.stanford.edu/exec-ed/insp.
OTHER PROGRAM FACULTY
Nir Y. Halevy Gregory B. Northcraft
Professor of Organizational Behavior, Associate Dean of Faculty and Harry J. Gray
Stanford Graduate School of Business Professor of Executive Leadership, Gies
Brian S. Lowery College of Business, University of Illinois at
The Walter Kenneth Kilpatrick Professor of Urbana-Champaign
Organizational Behavior and Senior Associate
Dean for Academic Affairs, Stanford Graduate
School of Business

EXPERIENCE THE STANFORD DIFFERENCE

Stanford Graduate School of Business Executive Education programs offer executives from
around the globe an extraordinary opportunity to immerse themselves in an intensive,
collaborative learning environment where the focus is continually on the future. Taught by
Stanford’s world-renowned faculty and supplemented by guest speakers, participants acquire
the knowledge, vision, and skill to bring innovative leadership to their organizations while
advancing their personal and professional growth.
gsb.stanford.edu/exec-ed/insp