Business finds value in training managers to negotiate

This piece is presented by the USD Beacom School of Business executive education program.

Scott Kelderman knew as soon as he saw the lineup of instructors in the USD executive education program that he and his co-workers had a good opportunity to learn new skills.

Kelderman, a 2008 graduate of the USD Beacom School of Business, is the controller at Howe Inc., which sent four employees to the spring Beacom Sampler executive education program.

“I recognized several of the instructors there and knew they were top quality,” Kelderman said. “I figured everyone else could benefit as much as I had.”

Four employees of Howe Inc. attended the spring 2017 USD Beacom Sampler.

The company brought human resources and project support personnel, “and I think everybody took different things away from it, but everybody learned something they’re using,” he said.

Howe Inc., which provides commercial and residential plumbing, heating, cooling and fire sprinkler system support, found so much value in executive education that it will send even more employees to the next class this month.

Eight staff members are signed up for the one-day program Negotiating for Added Value on Oct. 27.

Taught by professor Tyler Custis, it will help those in all industries manage negotiations that are involved in everything from setting salaries to vendor relationships.

There are still some spots available. To learn more and register, click here.

“The four of us that went to the Sampler took a two-hour course on negotiating, and we all came away really positively impressed,” Kelderman said. “We thought there was a lot to be gained from going to a full-day course. For us, one effective negotiation can easily pay for the cost of that.”

Whether in hiring or negotiating work on job sites, the skill comes into play throughout the company’s work, he said, adding it likely would apply to most professionals, too.

“Whatever sector or market you’re in, you’re leading people and negotiating, whether you think about it or call it that,” he added.

A hands-on exercise during the spring course especially stuck with him, he said. The group practiced a live negotiation scenario that was key in the education process.

“The hands-on practice was really important,” Kelderman said. “It was a safe environment. There was really nothing at stake, but then you get to learn the theory of what you’re trying to do.”

The course will have broad appeal, Custis agreed.

“We all negotiate in our lives, whether it’s with our spouse or co-workers or boss or future employer,” he said. “Most people find negotiation a key part of their industry or occupation, so many folks would benefit from this course.”

To learn more and register, click here.

Quick strategies to help improve how you negotiate

Business finds value in training managers to negotiate

Scott Kelderman knew as soon as he saw the lineup of instructors in the USD executive education program that he and his co-workers had a good opportunity to learn new skills.

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