“IN BUSINESS, YOU DO NOT GET WHAT YOU DESERVE, YOU GET WHAT YOU NEGOTIATE.”
Cohort 11 participated in an all-day Negotiations workshop delivered by Dave Rothfeld, Executive in Residence for Stetson University. During the negotiating session, students were instructed that virtually anything in the business world can be negotiated as long as the negotiator knows exactly what they are trying to accomplish in advance.
The cohort discussed common trends when negotiating professional agreements, salary increases, and extending job offers. Proven negotiation tools and techniques were shared and then modeled group exercises were conducted to practice the application of effective use in future encounters.
The executive students also learned the significance of non-verbal clues and their importance in any negotiating situation, and in fact that sometimes this communication is more impactful than what is actually being communicated verbally when negotiating.
The facilitator, Dave Rothfeld, stressed the importance of both parties in a negotiation walking away with the feeling that they have “won”. Being creative and flexible is key. Innovative ideas were discussed in how to assist in the process. The significance of such could result in a continued partnership, references, and an overall level of satisfaction by all involved. This is the POWER of NEGOTIATING!
The workshop concluded by the student teams working through “real” business scenarios and practicing their negotiation learnings. Many commented that their confidence grew in handling delicate conversation and by their willingness to be open and flexible, sometimes even agreeing with their negotiator, to ensure that the negotiation worked out in their favor.
After successfully facilitating the workshop, Dave stated “In my 20 years of addressing MBA students at a number of universities, I must say that I enjoyed the enthusiasm and participation of Cohort 11 EMBA at Stetson University the most. Everyone was engaged and truly appreciative of the real-world approach to negotiating that I was able to present. I look forward to a future opportunity to address this group of committed executives.”