Finding opportunities in differences

Negotiation is both art and science. Gaining skill in this fundamental aspect of management and leadership will ensure you achieve the best outcomes possible in business, and in life. Our Business Negotiations Skills program provides context on underlying dynamics in interactions, teaching techniques to wield influence in different scenarios and giving you opportunities to practice different strategies. You’ll develop new capabilities, becoming the kind of negotiator who can capitalize on strengths while leveraging the perspectives of others around the table.

“I now feel like I’m better prepared, and a more conscious negotiator. I learned a lot of concepts that any professional can use, such as the power of anchoring and making 1st offers. Now when the person across the table repeats a perspective, I try to diffuse it.”—Biren Gandhi, Director of Procurement, Leading Manufacturer

Ashleigh Rosette, faculty member and course instructor, describes below what a participant can expect to experience in this program:


Who Should Attend?

Because negotiation skills are required at all levels of an organization and in a variety of other circumstances, this program will benefit any professional who leads and manages projects, processes, and teams, or who deals with internal and external stakeholders.

More About the Program

Over 3 days, you’ll focus on skills development. Engaging class discussions provide insight on key concepts, while a series of live negotiations in a variety of diverse settings ensure you integrate core principles with personal experience.

Discussion topics in this program are designed to help you see differences as opportunities - rather than obstacles - in a negotiation. Covering a range of subjects that draw on the most current research in management and leadership, you’ll learn effective strategies that can help you attain better outcomes.

Course Topics

  • Introduction to Negotiations
  • Distributed Negotiations
  • Integrative Negotiations
  • Dispute Resolution
  • Negotiating Across Divides

Program Objectives

At the conclusion of the program you’ll be able to:

  • Attain a comprehensive understanding of effective negotiation skills
  • Interpret others' behavior at the negotiating table through analysis
  • Anticipate differences in others' negotiation strategy to avoid misunderstandings
  • Evaluate diverse perspectives and preferences that bring people together


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This won't take long.

Certificate Requirements: Attendance to the Duke Leadership Program and three electives within a three year period. More

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Business Negotiation Skills



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Program Location and Accommodations

JB Duke Hotel
During your time in Durham, you’ll live and learn in the four-star JB Duke Hotel, a contemporary and tranquil retreat on Duke’s campus with state-of-the-art learning facilities.

Leadership Traits

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Sample Schedule


Check-In Available

Welcome Dinner
6:00 - 8:00pm

Day 1

7:00 - 8:00am

Program Introduction and Reflecting Inward
8:00am - 12:00pm

12:00 - 1:00pm

Focusing Outward
1:00 - 5:00pm

6:00 - 8:00pm

Day 2

7:00 - 8:00am

Managing Conflict
8:00am - 12:00pm

12:00 - 1:00pm

Understanding Diversity
1:00 - 5:00pm

Optional Campus Tour
5:00 - 6:30pm

6:00 - 8:00pm

Day 3

7:00 - 8:00am

Leading Change and Program Review
8:00 - 11:30am

Program Close
11:30am - 12:00pm

12:00 - 1:00pm



Professor Ashleigh Rosette

Ashleigh Rosette 

Ashleigh Rosette is an Associate Professor of Management and Organizations and a Center of Leadership and Ethics scholar at Fuqua.  Dr. Rosette studies negotiations and diversity in organizational settings. In her research, she examines the influence of affect and culture on the negotiation process and negotiated outcomes and explores social and contextual factors that influence diversity-related perceptions. Her research has been featured in media outlets such as Forbes, the Wall Street Journal, Time Magazine, and Business Week.

How to Register

For more information about how to register, please see our detailed instructions.

Registration Instructions

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