Top 5 Global Provider –FINANCIAL TIMES, 2016

NEGOTIATING FOR POSITIVE RESULTSBECOMING A PROFIT ARCHITECT: LEADING COLLABORATIVELY AND COMPETITIVELY

Ann ArborNOVEMBER 13-16, 2017MAY 21-24, 2018

Don’t miss out; register today!michiganross.umich.edu/positivenegotiating

Individual Benefits• Build skills to reveal hidden value and create

opportunities• Become a cross-culturally competent leader• Read and respond to emotions to successfully

implement negotiation strategies• Identify and mobilize resources to energize your team• Develop new insights, expertise, and confidence in

your approach• Challenge yourself to recognize opportunities in every

conversation

Organizational Benefits• Leverage differences and diversity to generate growth

and profits• Advance innovative agreements with key internal and

external stakeholders• Lead successfully in highly competitive settings

Be the go to person for creating value in day-to-day business interactions. In this lively, experiential program you will learn to apply innovative negotiating frameworks and strategies with your team, across the hierarchy of your organization, and in large-scale opportunities with business partners.

You’ll also gain insights into successfully balancing collaboration and competition to maximize profits, and develop a personal approach to negotiating successfully, by incorporating frameworks from Kopelman’s award-winning book, Negotiating Genuinely: Being Yourself in Business.

NEGOTIATING FOR POSITIVE RESULTS

REGISTER TODAY! rossexeced@umich.edu | 734-763-1000

michiganross.umich.edu/positivenegotiating

Who Should Attend• Leaders who engage in high-stakes conversations• Experienced negotiators seeking new techniques • Leaders seeking to leverage, not just overcome differences• Transformational leaders seeking to identify opportunities

in daily business activities

The ExperienceJoin peers with diverse industry experiences to explore new ways to recognize personal biases, mindfully align emotions, build swift trust with difficult partners, and harness your leadership strengths. You’ll learn that making money, excelling personally, and doing good for society are not mutually exclusive. By integrating professor Kopelman’s Negotiating Genuinely® framework into conversations about resources at work, you’ll know how to balance these goals. Discover how this positive framework broadens the scope of negotiations and advances your leadership in the most competitive business settings.

TYPICAL TITLES INCLUDE:

• General and Senior Managers• Team Lead• Director• Product or Program Manager

THE FOUNDATIONS OF SUCCESSFUL NEGOTIATIONS • Negotiation is a core leadership skill• Goal-setting• Strategic inquiry and advocacy with colleagues,

customers and competitors

CONVERSATIONS AS OPPORTUNITIES FOR VALUE-CREATION• Competitive advocacy• Influence in relationships• Beyond “Win-Win”: balancing ambition and

collaboration• Succeeding when the deck is stacked against you• Leveraging information asymmetry

COOPERATING IN COMPETITIVE SETTINGS• Developing a strategic process for positive results• Diffusing threats and redirecting power moves• Diverse communications in multicultural interactions

NEGOTIATION AS A CREATIVE CHALLENGE• Structured creativity: bricolage and arbitrage • Reciprocating and boundary-breaking• Recognizing resources you bring to dynamic

collaborative processes

MAXIMIZING JOINT GAINS IN COMPLEX NEGOTIATIONS• Building swift trust and recognizing hidden value • Balancing cooperating and competing• Generating sustainable positive outcomes

MAINTAINING PRESENCE AND COMPOSURE IN DIFFICULT SITUATIONS• Straddling transactional/relational divide• Toward a sophisticated approach to power• Reading and responding to emotional cues

BEING A CROSS-CULTURALLY COMPETENT NEGOTIATOR• Logic of appropriateness versus rationality• Culture and diversity: an obstacle or opportunity?• Advancing your negotiation leadership excellence

DAY ONE

DAY TWO

DAY THREE

DAY FOUR

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SHIRLI KOPELMAN | FACULTY DIRECTORProfessor of Management and Organizations

Professor Kopelman is a leading expert, researcher, and educator in the field of negotiations at the University of Michigan’s Ross School of Business. Professor Kopelman has been featured in Businessweek, Fortune, and Harvard Business Review, and honored with outstanding teaching and prestigious research awards for work published in distinguished academic journals. Kopelman’s framework of Negotiating Genuinely® enables drawing on personal strengths to be simultaneously collaborative and assertive, lead with emotions, enhance creativity, and align with one’s moral compass to sustainably maximize profits in day-to-day conversations and high stake business opportunities.

JEFFREY SANCHEZ-BURKS | FACULTY CO-DIRECTORProfessor of Management and Organizations

Professor Sanchez-Burks is an award winning scholar and executive educator who designs, directs and delivers executive leadership development programs in more than 20 countries around the world working in diverse industries including financial services, arts and entertainment, government, manufacturing, and medicine. Broadly, his research centers on topics that inform how to develop innovative solutions, bridge cultural divides and manage the emotional tenor and tempo of organizations. Sanchez-Burks has presented in the TEDx series, and his research has been covered in National Public radio, The Wall Street Journal, The New York Times, The Harvard Business Review and numerous distinguished academic journals.

At Michigan Ross, you’ll engage with some of the world’s most renowned experts in the field. Our faculty have collectively authored hundreds of articles and dozens of books. They travel the world, sharing their expertise with Fortune 100 companies in virtually every sector. They’re prolific thinkers and creators of revolutionary studies and frameworks. But most importantly, they are determined and dedicated to leveraging their extensive knowledge to help you succeed.

Our Faculty

[ FACULTY NOTE: Selected faculty members will teach in each session of the program. ]

We strive to make every aspect of the program a world-class experience. Our Program Directors work closely with faculty before, during and after the program to ensure you achieve your objectives. Program Managers facilitate a seamless transition between classroom and off-site activities and assist with anything you might need – ensuring your focus is on learning, not logistics. Finally, our fabulous culinary and hospitality staff are dedicated to providing high-quality dining and accommodations.

Our Delivery Team

rossexeced@umich.edu | 734-763-1000michiganross.umich.edu/positivenegotiating

“This program had an ideal blend of research- based academic theory, hands-on practice with simulations, and real-world discussion from the experiences of diverse participants.” –Jonathan Alloy, MBA ’03, VP and Product Manager, Wells Fargo Bank

“The quality of the sessions was consistently high. They provided an experience of negotiations that allowed participants to expand their visions and rethink their practice.”–Neil Tudiver, Mediation, Training, Dispute Resolution, Formerly Assistant Executive Director, Canadian Association of University Teachers

Real ImpactMichigan Ross is committed to maximizing your return on investment. For example, one of the nation’s top integrated health delivery systems turned to Michigan Ross to help their mid- to senior-level leaders with the following business challenges:

• Linking core competencies to customer benefits

• Improving strategic agility and leadership

• Assessing, driving, and measuring customer service and satisfaction

• Building high-performance teams

Upon completion of the program, an independent study was conducted to assess the organizational and personal impact of engaging with Michigan Ross. Here is what was found:

• A 310% return on program investment

• A SIGNIFICANT REDUCTION in key service area wait times

• 25% of participants were promoted within six months of program completion

• 15% improvement in decision-making

• 16% improvement in teamwork

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The University of Michigan#1 PUBLIC UNIVERSITY IN THE US - WALL STREET JOURNAL

• Founded in 1817, University of Michigan is one of the first public universities in the U.S.• 101 graduate programs ranked in the top ten.• One of only two public institutions in the U.S. consistently ranked in the top ten.• Top five for research productivity and intellectual capital.• Over 51,000 students, 5,600 faculty on three campuses from over 100 countries.• UM maintains a global presence including initiatives in Southeast Asia, Brazil, Russia,

India and China.

The Stephen M. Ross School of BusinessTOP 10 SINCE 1988 - BLOOMBERG/BUSINESS WEEK

Founded in 1924, the Stephen M. Ross School of Business at the University of Michigan is grounded in the principle that business can be an extraordinary vehicle for positive change in today’s dynamic and global economy. As a general management institution, Michigan Ross has earned unqualified acclaim for academic excellence: • Consistently ranked in the top ten for all degree programs. • Approximately 230 faculty members who research, consult, and teach in all areas of business.

In addition to top-ranked academic departments in the core business principles, the school provides unparalleled learning opportunities in leadership, entrepreneurship, sustainability, social impact, and emerging economies. Our unique approach — which focuses on action-based learning and interdisciplinary, team-oriented situations — develops leaders and ideas that make a positive difference in the world.

Executive EducationTOP 5 GLOBAL PROVIDER - FINANCIAL TIMES 2016

Michigan Ross Executive Education was recently named a Top 5 global provider by the Financial Times. The FT survey examined the open enrollment programs offered at 75 schools, weighing factors from faculty to follow-up. Among the highlights, Ross excelled with unique course design, renowned faculty, and participants reporting new skills and learning to impact personal and organization performance. We offer 30+ diverse open enrollment offerings and numerous custom programs annually, serving more than 4,000 executives around the world. Ross has locations in Ann Arbor, Hong Kong, Mumbai, Malaysia, Singapore, and Thailand and delivers programs globally wherever our partners request. We invite you to join us for any of our open enrollment or custom program offerings and to experience first-hand the Michigan Ross difference.

Michigan Ross Custom ProgramsRoss delivers custom executive development programs for organizations throughout the world. We start by gaining a deep understanding of your business strategy and talent needs, and then work with you to create an experience that develops individual participants, builds networks and relationships, and provides a foundation for culture and organizational transformation. In close collaboration with you, we identify clear business and learning objectives, design learning experiences that align with those objectives, and bring together a world-class faculty team — often including your company’s leaders as teachers — to deliver a truly transformational experience for your top talent. And we do all of this with a deep commitment to delivering results and a return on your investment.No matter your business challenge or strategic priority, Ross can be your partner in success. If you are interested in customized solutions for your company, please contact us to arrange a conversation with one of our managing directors: rossexeced@umich.edu or (734) 763-1000.

rossexeced@umich.edu | 734-763-1000michiganross.umich.edu/positivenegotiating

“Carrying the positive leadership lantern into what can be one of the darkest parts of business life was nothing short of transformative! ”

From past participants:NEGOTIATING FOR POSITIVE RESULTSPROGRAM DETAILS (Check website for current dates and locations)

REGISTER TODAY!

#2 “Best College

Towns” -Livability, 2013

#1 “Most

Educated Cities” -Forbes, 2014

#1 “Best Main

Streets” -Huffington Post, 2014

Experience the Michigan Difference Around the WorldThe University of Michigan is located in Ann Arbor, a vibrant and sophisticated college town located 50 miles from Detroit and less than 30 minutes from Detroit Metropolitan Airport, a major international hub with non-stop flights from over 115 U.S. and 20 international cities.

Leaders outside the U.S. are encouraged to explore our programs in Hong Kong, Mumbai, and Delhi, which offer access to the same transformational Michigan Ross experiences with less travel. Ross faculty members are excited to come meet you and share their insights, knowledge, and expertise to elevate your skills and advance your career. Enjoy ample opportunities to expand classroom learning with peers and immerse in the unique sights and sounds of these dynamic, thriving cities. Regardless of where you attend, you’ll benefit from the same outstanding results-oriented Michigan Ross experience.

Location: Ann Arbor | Nov. 13-16, 2017 | May 21-24, 2018Fee: $7,200 US• Fee is payable in advance in US dollars and is subject to change• Check our website for our Cancellation, Transfer and Substitution Policy

Fee includes: • On-site executive accommodations (pending availability)• Program materials, assessments, and simulations• All breakfasts, lunches, and break snacks/drinks• Select dinners

rossexeced@umich.edu | 734-763-1000Learn more or explore other programs online at: execed.bus.umich.edu

“Shirli applies the positive leader frame to one of the most

challenging and often contentious aspects of business. She made

this meaningful work even more meaningful by keeping it real. ”

michiganross.umich.edu/positivenegotiating

Top 5 Global Provider –FINANCIAL TIMES, 2016

WORLD-CLASS FACULTY | DESIGNED FOR IMPACT | GLOBAL PERSPECTIVE

Ann ArborNOVEMBER 13-16, 2017MAY 21-24, 2018

NEGOTIATING FOR POSITIVE RESULTS

rossexeced@umich.edu734-763-1000

Reserve your seat today— Register NOW!michiganross.umich.edu/positivenegotiating