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Business Skills for PhDs in Academia and Beyond: Negotiation in Organizations
by GradFUTURES
Registration
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Details
Instructor: Roshni Raveendhran, Assistant Professor of Business Administration, UVA Darden School of Business
We negotiate every day—with merchants, service providers, employers, coworkers, friends, and family—determining what price we will pay, the amount of our salary and compensation, what movies to watch, where to go to dinner, who will clean the kitchen, and so forth. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire?
The session is designed to address a broad spectrum of negotiation problems that are faced by managers and professionals. It will provide you with the opportunity to develop your negotiation skills experientially through role-playing exercises. Specifically, we will examine the following:
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Basic negotiation concepts
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Key strategies for effective negotiations
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Overcoming psychological resistance and other barriers to accomplishing superior negotiation outcomes
Cohort Description: Most people associate the term “business” with the private sector. However, business skills and models are widely applied in every sector: public, private and non-profit (which includes academia). You are acquiring many transferable skills in your Ph.D. program that can be applied in academic roles as well as within a variety of industries and job functions. Join the business skills learning cohort to better understand foundational concepts and language of business. This learning cohort includes experiential learning in the form of group capstone presentations under guidance of alum mentors.
Broad Topics include:
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Purpose, ethics, and responsibility: stakeholder theory
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Analysis of strategy and operations
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Data science in business
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Leadership and mentoring
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Negotiation
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Financial 360
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Business Communications
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Business of higher ed
Speakers
Roshni Raveendhran
Assistant Professor of Business Administration
Darden School of Business, University of Virginia
Education: B.A., University of Texas at Arlington; Ph.D., University of Southern California
Roshni Raveendhran is an assistant professor of business administration in the Leadership and Organizational Behavior area at the University of Virginia Darden School of Business. She is also a Faculty Fellow affiliated with the Batten Institute for Innovation and Entrepreneurship. Roshni received her Ph.D. in business administration (management) from the Marshall School of Business at the University of Southern California.
Roshni's research focuses on understanding the future of work. In particular, she examines how technological advancements influence organizational actors, workplace practices and the management of employees. In doing so, she develops insights about how organizations can effectively integrate novel technologies into the workplace to manage their employees and address the changing nature of work. Her work has been published in leading journals such as Organizational Behavior and Human Decision Processes, Computers in Human Behavior, and Behavioral Science and Policy and outlets such as the MIT Sloan Management Review. It has also been featured in media outlets such as the Wall Street Journal, CNN Business, Financial Times, Business Insider, Forbes India, WIRED UK, and Virginia Public Radio. Roshni's research has also received numerous awards including the Academy of Management's 2020 Outstanding Practitioner-Oriented Publication in Organizational Behavior and was recognized as a finalist in the INFORMS Best Dissertation competition in 2017.
Roshni teaches the core course on "Leading Organizations" and an elective on Negotiations. In 2021, she was named by Poets & Quants as one of the "40 Best Business Professors Under 40". Roshni also received the Frederick S. Morton Leadership Award in 2020 and 2021, a recognition given each year to the Darden professor who "best fostered exceptional student leaders' leadership ability by stimulating the student leader to act upon ideas for evolution and improvement". In 2021, Roshni also received the Faculty Diversity Award for her "exceptional contributions to diversity, equity, and inclusion within the Darden community".