Executive Education

Negotiation and Value Creation: Techniques for the Business Practitioner

A Professional Certification Program to Develop Your Skills in:

• The Psychology of Negotiations
• Key Negotiation Terminology
• Practical Skills and Behaviors
• Avoiding the Mistakes and Pitfalls of Inexperienced Negotiators
• Creating Value both Personally and Professionally

Spring 2013

This event took place Friday, January 25, 2013 and Saturday, January 26, 2013
Location: Liberty Station Conference Center
Course Fee:
$495 per person
(includes all materials, books, meals, and refreshments)
Click here to register for this event.

At successful completion of the program, participants shall receive a certificate from the Fermanian School of Business at Point Loma Nazarene University.

Program

This highly-interactive course immerses you in the foundation to analyze and approach negotiations for optimal results. Drawn from many real-world situations, group exercises and skill activities will illustrate the principles, techniques, strategies and countermeasures you need to achieve planned objectives in negotiations. Participants will develop more confidence in negotiations and develop skills for immediate use.

Program Objectives

• Develop a greater understanding of the factors that facilitate and hamper effective negotiation and persuasion
• Improve your ability to analyze the needs, concerns, motivations, and desires of other negotiators.
• To develop confidence in the negotiation process as an effective means for resolving conflict in organizations.
• Develop strategic thinking skills in selecting behaviors that increase the likelihood of satisfactory negotiation both within and across cultures.
• Become more successful at achieving consensus within your organization.

Who Should Attend 

No formal education is required to attend and successfully complete the program. It is designed for professionals from many fields and experiences who want to improve their negotiation and strategic communications skills.

Featured Speakers Include:

Randy M. Ataide, M.A. J.D.
Professor of Entrepreneurship
Professor Ataide brings long business and legal experience to the program, and currently teaches Negotiation Strategy and Value Creation to PLNU MBA’s. A successful entrepreneur, business owner and investor, Ataide will be able to help program participants in using creativity, strategy, and planning in achieving successful negotiation objectives in many settings. 


Daniel Croy, Ed. D.
Professor of Business
Dr. Croy’s career has been varied and he has worked in a variety of organizations in the corporate world and in the non-profit sector, conducting and facilitating retreats and conferences across the country. An expert in nonprofit organizations and leadership, he focused upon managing the change process, anger management and communication. 

The  Honorable Larry Burns
U.S. Federal Judge - Southern District, California
Judge Burns will be the special luncheon speaker on Saturday, and will offer insight from a long legal and judicial career. In 2011, Judge Burns was selected to be the presiding judge for the internationally publicized trial of Arizona shootings of Congresswoman Giffords and many other persons. Burns was selected, in part, for his prior experience with cases involving the federal death penalty and managing complex negotiations and processes.