Negotiation: Closing the Quality Gap

Decision making frequently occurs in a multiparty setting, with each person bringing slightly different preferences and even opposing points of view.  These situations provide the opportunity both to collaboratively create value, while simultaneously competing for an outcome that satisfies one’s self-interest.  This complex environment is where our negotiation skills are central to success. Our speaker Gaylen Paulson uses a series of brief examples and cases to help us understand how we can more strategically interact with people in order to achieve our objectives. We will examine various negotiation processes and skills that can lead to enhanced managerial influence and to improved decision quality.


Gaylen Paulson UTGaylen Paulson is Associate Dean and Director for Texas Executive Education, and a faculty member at UT Austin’s McCombs School of Business. His research and teaching focus on negotiation, conflict management, persuasion, change, and interpersonal communication. He has been published in numerous publications including The Journal of Applied Psychology, The International Journal of Conflict Management, and International Negotiation.

Original Webcast: February 8, 2017

Strategic Decision & Risk Management Certificate

This webinar is a collaboration of Texas Executive Education and the SDG Decision Education Center, partners in the Strategic Decision & Risk Management Certificate Program at The University of Texas at Austin. Learn more about earning a certificate.