The Art and Science of Negotiation
Negotiation • Communication • Strategy


Seminar Instructors: Zachary Elkins, PhD & Mary Faria, FACHE, PhD
Upcoming Course Dates: April 14, 2020

This seminar explores the central concepts, strategies, and scripts of successful negotiation. Negotiation, understood broadly, is an element of nearly every relationship and enterprise. Our premise is that successful negotiators employ interpersonal skills characterized by an artful deployment of both empathy and cunning — that is, heart and mind.

Course Description

This seminar explores the central concepts, strategies, and scripts of successful negotiation. Negotiation, understood broadly, is an element of nearly every relationship and enterprise. Our premise is that successful negotiators employ interpersonal skills characterized by an artful deployment of both empathy and cunning — that is, heart and mind.

The course integrates theory and findings from the science of negotiation with a concrete set of operational tools. Examples are drawn from the instructors’ study and participation in a varied set of organizations and businesses.

Participants will leave the seminar with a solid command of the principal elements of negotiation, a pragmatic set of strategies, and a valuable network of colleagues with whom to reconnect periodically.

Details & Registration

Location: UT Austin Campus
Upcoming Courses: April 14, 2020
Time: 8:30 a.m. – 4:00 p.m.
Continuing Education Units (CEUs): 0.7 CEUs will be awarded upon completion of this course (seven hours of instruction)

Seminar Pricing

Seminar Fee Includes:

  • Course Registration
  • Parking
  • WiFi Access
  • Lunch
  • Refreshments
  • Course Materials

If you have questions prior to registering, please see our Professional Training FAQ or contact Miles Husid, HDO’s Marketing Coordinator, at miles.husid@utexas.edu.


Spring 2020


Course Leader(s)

Zachary Elkins’ research focuses on issues of democracy, institutional reform, research methods, and national identity, with an emphasis on cases in Latin America. He is currently completing a book manuscript, Designed by Diffusion: Constitutional Reform in Developing Democracies, which examines the design and diffusion of democratic institutions, and recently completed The Endurance of National Constitutions, which explores the factors that lead to the survival of national constitutions. With Tom Ginsburg (University of Chicago), Professor Elkins co-directs both the Comparative Constitutions Project, a NSF-funded initiative to understand the causes and consequences of constitutional choices, and the website constituteproject.org, which provides resources and analysis for constitutional drafters in new democracies. Elkins earned his B.A. from Yale University, an M.A. from the University of Texas at Austin, and his Ph.D. from the University of California, Berkeley.

Mary Faria is the CEO and Acting President of AOMA Graduate School of Integrative Medicine and an Adjunct Professor and Lecturer/Guest Speaker at Texas State University, Concordia University, and The University of Texas at Austin.

Before joining AOMA, Dr. Faria retired after 30 years as a healthcare executive/administrator. She spent 21 years with the Seton Healthcare Family in Austin. She served as COO/VP/Administrator for Seton Southwest Hospital, serving 17 years from the hospital’s opening until she retired on June 30, 2017. She is an adjunct professor at Texas State University and Concordia University. She serves on Institutional Review Board (IRB) for Concordia University and is a seminar lecturer at The University of Texas at Austin. She received her PhD from The University of Texas at Austin. Her dissertation research was in the area of organizational change. Dr. Faria has been involved in research in the area of human and organizational resilience and with Dr. Sheila Armitage presented findings at both SXSW and The Healthier Texas Summit. Dr. Faria currently serves on several community advisory councils and not-for-profit boards. She is the board chair for the Austin Mayor’s Health and Fitness Council.

Who Should Participate?

The majority of participants in our Seminars and Certificate Programs are mid- and upper-level professionals working in the business, nonprofit, government, or military sectors; however, professionals at all levels of experience are welcome to participate. There are no prerequisites for enrolling in an HDO Professional Seminar.

While all HDO Seminars are developed with wide-ranging applicability in mind, the following individuals and groups will likely find The Art and Science of Negotiation most directly relevant to their work:

  • Senior/Executive Leadership
  • Middle Management
  • Consultants
  • Team Leaders & Supervisors
  • HR Managers and Directors
  • Grant Writers
  • Fundraisers/Development Officials
  • Project Managers

To learn more about this course and to see if it is right for you, check out Zachary and Mary’s blog post!

Out-of-Town Participants

For participants coming in for seminars from outside the Austin area, there are several hotels near campus, many within walking distance.

HDO recommends the following hotels:

HDO works with these many of these venues on a regular basis. If you need assistance selecting a hotel, please contact Jessica Crawford, HDO’s Senior Administrative Associate at jessica.crawford@austin.utexas.edu.

On-campus parking is covered for all participants for the day of their seminar. For transit information, please visit Capital Metro’s website.

 

This seminar met and exceeded my expectations. The breakdown of the art and science of negotiation with real life examples was great. I look forward to taking additional courses.

– Christina Estes, Senior Director, Provider Technology Business Solutions at UnitedHealth Group

 

I’m going to immediately apply some of the key approaches I learned in the course in an upcoming negotiation. In particular, I’m going to work to build coalitions and recognize and understand the other party’s interests.

– Niti Patel, Senior Consultant, Denneen & Company

 

I liked how the topic was covered in this course. Negotiation is a topic that is rarely covered in professional development. Through taking this course, I realized that I have a static negotiation style. I plan to work on tailoring my approach to different scenarios now that I am aware of the different styles.

– Neeraj “Neal” Arora, Architect: Emerging Technology, VMware

 

Negotiation is an art and also a science. This interactive session was very engaging and applicable to real situations. Mary and Zach are a great duo!

– Andrew Chong, Technical Director, Canadian General Tower

 

I learned how to prioritize negotiation strategy and perhaps reframe a formally negative connotation of it in my own mind. It turns out I have more practice at negotiating than I would have considered myself having.

– Amanda Lewis, Director of Development & Strategy, Cook Children’s Health Foundation

 
 

 

 
RGB_university_tagline_horizontal