AFLA Conference Archives-Preview of AFLA Mini-MBA Program Course on Negotiation

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Video Summary

In an engaging session, Bill Starner, a professor from Bentley University and managing partner at Wyndham Partners, presented a preview of ATHLA's forthcoming mini-MBA program, emphasizing negotiation skills. Starner, with over 25 years of executive management experience, emphasized negotiation's importance across various sectors, from business dealings to personal interactions with family. The mini-MBA program, tailored for ATHLA, will offer a comprehensive five-day curriculum focusing on four pillars: leadership, strategy, finance, and negotiation. Starner underscored negotiation's critical role and noted its underrepresentation in formal training: many executives lack structured negotiation expertise, often learning through trial and error.<br /><br />Starner outlined negotiation styles—competitive, collaborative, compromise, accommodating, and avoidant—and stressed the importance of recognizing when and how to shift these styles based on context and opposite party behavior. He advocated for thorough preparation, identifying it as essential for articulating a "maximum plausible position"—the highest credible offer you are both confident and justified in presenting, crucial for effective negotiation.<br /><br />Moreover, he introduced the concept of "power negotiating," focusing on strategies and tactics for a favorable yet satisfactory result for all parties, thus maintaining long-term relationship integrity. Starner suggested incorporating interactive methods, case methodologies, role plays, and assessments for practical learning.<br /><br />The mini-MBA program aims to offer a hands-on learning experience tailored to meet professional needs, incorporating practical, tactical, and adaptable negotiation strategies—vital for career advancement and organizational success. The program highlights Bentley University's unique applied business education approach, supported by a distinguished faculty with extensive practical and academic expertise.

Asset Subtitle

Bill Starner

Meta Tag

Location Orlando, FL

Year 2018

Keywords

Bill Starner

Bentley University

Wyndham Partners

ATHLA mini-MBA

negotiation skills

executive management

leadership

strategy

finance

negotiation styles

power negotiating

applied business education

Orlando, FL

2018