Negotiating for Positive Results


18 Nov - 21 Nov 2014Ann Arbor, MI - $6,800 USDRegister
09 Jun - 12 Jun 2015Ann Arbor, MI - $6,800 USDRegister
16 Nov - 19 Nov 2015Ann Arbor, MI - $6,800 USDRegister


Shirli Kopelman, Jeffrey Sanchez-Burks

* Fee includes accommodations and meals

Negotiating for Positive Results

Highlights  │  ► Takeaways & Tools  │  ► Who Should Attend?  │  ► Toolbox  │  ► Fees

Become the go-to person to create new business opportunities.

Negotiating shouldn't be a game of winners and losers — it should focus on delivering value for all parties. Whether you are leading a high-stakes business transaction, informally negotiating ideas and strategies, or resolving an interpersonal dispute, achieving the right desired outcomes for everyone requires confidence and skill.

In this lively, experiential program you will learn to apply innovative negotiating techniques proven to secure sustainable, efficient, and favorable results in a global business context.

Faculty Co-Directors Shirli Kopelman and Jeffrey Sanchez-Burks bring their latest research about what works in any negotiation. Shirli Kopelman is the author of the recently-released book, Negotiating Genuinely: Being Yourself in Business, introducing a positive approach to negotiating more naturally and successfully.

In this program, you'll develop a personalized approach for establishing your negotiating leadership, leveraging your best self, navigating cross-cultural dynamics, and managing emotional factors that can derail otherwise economically viable deals. In the process you'll learn to recognize and manage pervasive social psychological biases and nonverbal cues to develop trust swiftly, even with the most difficult people. You'll emerge with new skills, insight, and tools to take to your next negotiation.

Program Highlights

  • A tailored sequence of negotiations will allow you to practice and hone new techniques and gain immediate feedback from faculty and peers.
  • Guided assessments of your negotiations and their outcomes will enable you to develop new insight, expertise, and confidence in your skills.
  • Benchmarking analyses will provide perspective into your negotiating strengths and weaknesses.
  • A strategic plan you'll develop in class will help you apply new negotiation approaches to key internal and external business relationships.

Takeaways & Tools

  • Strategies to leverage your best self, and maintain presence and composure in challenging situations
  • Tools to negotiate effectively across cultures, countries, or organizational divisions
  • Skills to reveal hidden value and creative opportunities
  • Techniques to promote positive relationships with diverse, critical stakeholders

Who Should Attend?

  • Emerging leaders new to high-stakes business transactions
  • Experienced negotiators seeking new techniques for winning results
  • Managers seeking to improve their negotiating skills for daily business activities
  • Leaders who negotiate across cultures, functions, levels, and sectors
  • Business leaders engaged in internal, B2B, or B2C transactions

Contact: +1 734-763-1000 //

Shirli Kopelman and Jeffrey Sanchez-Burks

What (and What Not) to Bring to the Table

Program directors Shirli Kopelman and Jeffrey Sanchez-Burks share what you should and shouldn't bring to the negotiating table.

Don't Bring It

Your Game Face
It's not just a competition. Conversations of substance entail both competition and cooperation. Be receptive.

Your Poker Face
Displaying the right emotion at the right time can make all the difference. So can reading subtle cues from others.

Bring It

Cultural Awareness
In global and local settings, cultural sensitivity is key, but if you overcompensate, your bow will be met with an awkward handshake. Be attuned to how culture shapes opportunities to co-create value.

Set ambitious goals, but be flexible about how to craft solutions that address your priorities. Adapt your communication style to develop high-quality, profitable relationships with diverse audiences.

Bio: Jeffrey Sanchez-Burks

Bio: Shirli Kopelman

View all Michigan Ross program offerings

Program Fees Include:

  • Tuition
  • Accommodations in Michigan Ross' first-class, full-service Executive Residence (pending availability)
  • Continental breakfasts, lunches, coffee/snack breaks, and selected dinners in our exclusive Executive Dining Room
  • Program materials and resources

Fee is payable in advance in US dollars and is subject to change. See our Cancellation, Transfer and Substitution Policy.

Reserve Your Place

There are two ways to register:

  1. Register Now
  2. Email or call us to request a paper form be mailed to you.

Contact: Customer Service // +1 734-763-1000 //

Negotiating for Positive Results


18 Nov - 21 Nov 2014Ann Arbor, MI - $6,800 USDRegister
09 Jun - 12 Jun 2015Ann Arbor, MI - $6,800 USDRegister
16 Nov - 19 Nov 2015Ann Arbor, MI - $6,800 USDRegister


Shirli Kopelman, Jeffrey Sanchez-Burks