Neeley School of Business

Executive Influence and Negotiations

Essential skills in an executive communicator’s repertoire are the ability to successfully negotiate different perspectives and viewpoints towards a collaborative outcome and positively influence the stakeholders around them. This ability is crucial within organizations and has a direct impact on client partnerships, mergers and acquisitions, project teams, and interpersonal and matrixed interactions.

In this two-day offering, participants will gain insights and concrete strategies for accomplishing personal and organizational goals by effectively managing differences and resolving conflicts. Executives will be given the tools needed to expand their influence acumen and strengthen their impact in interactions by securing buy-in from others. This workshop is highly interactive and provides opportunities for personal reflection, hands-on practice, and concrete takeaways for individual improvement and action. Participants will unravel negotiations and personal influence challenges while developing action plans toward their resolution.

8:30 a.m. – 4:30 p.m.
January 19-20, 2023
2 in-person program days

Cost: $1,895* and includes all class materials, breakfast, lunch and refreshments.
Certificates will be awarded based on successful completion of the 2-day training.

Click here to see the list of safety measures we are adding to our in-person programs.

* A 20 percent discount will be given to companies that enroll two or more employees.
* A 30 percent discount will be given to TCU Alumni and TCU Faculty/Staff.
* A 10 percent discount will be given to U.S. veterans and employees of non-profit organizations.


Who Should Attend?

Business leaders at all levels who would benefit from learning conflict negotiation techniques and expanding their influence and impact in interactions by obtaining buy-in from others.

What You Will Learn

  • Recognize common pitfalls in managing conflict
  • 5 golden rules for effectively coping with conflicts
  • Concrete negotiation and conflict management preparation tools
  • Discover and leverage distinct sources of power and influence
  • Develop strategies for influence without authority through social capital
  • Learn and apply effective verbal and non-verbal communication and influence skills
  • Acquire tools for building alliances and working toward consensus in meetings

How You Will Benefit

  • Increase awareness of self and others' conflict management styles
  • Expand your repertoire of negotiation skills
  • Recognize cognitive blind spots and common hurdles to effective communication and influence


Faculty Leaders

Photo: Rita Kosnik

Rita Kosnik

Professor of Management and Negotiations

Rita Kosnik is a Professor of Management and Negotiations at Trinity University in San Antonio, Texas, and a Visiting Professor of Negotiations in the TCU Neeley Executive Education program as well as the the EMBA program of the Neeley School of Business at TCU in Fort Worth, Texas. She holds a Ph.D. in Strategy and Organization Behavior from Northwestern University. In addition to the Neeley School, she has taught negotiations courses in the MBA Program of Northwestern University, in the Executive MBA Program of Notre Dame University, and the Masters of Health Care Administration and the Masters of Accounting programs at Trinity University. She has won several awards for excellence in executive teaching. Dr. Kosnik is a trained mediator in the state of Texas and she is an active corporate trainer and consultant in the area of dispute resolution and negotiations. Recent clients include McDonald’s USA, Williamson-Dickie, Owens & Minor, Apex Capital Corp., Siemens North America, ATC Logistics and Distribution, Fort Worth Independent School District, and the American Association of Blood Banks.
Photo: Tracey Rockett

Tracey Rockett

Professor of Management Practice
Management and Leadership Department

Tracey Rockett is a Professor of Management Practice at Texas Christian University where she teaches classes and leads workshops on a wide variety of topics including leadership, power & politics, team dynamics, negotiations, culture, and innovation. Her additional areas of specialization include team effectiveness, influence, conflict management, and design thinking.

A dynamic and impactful speaker and facilitator, she has earned multiple awards for her outstanding teaching and is frequently invited to present, conduct workshops, and help leaders think differently about their roles and impact.  She has delivered speeches and workshops across a number of industries and organizations including Ben E. Keith, JPS Hospital, DaVita, Energy Future Holdings, BDO, and DFW Airport.

Her current research focuses on relationship building, familiarity in groups, and the effects of conflict on team processes and performance.  She previously served as an E-trainer for TCU, Neeley Honors Faculty Associate Director, and the TCU Koehler Center Distance Education Fellow. She earned a B.S. in Psychology from Texas A&M University and a Ph.D. in International Management Studies from UT Dallas.


Please contact

Kalyn McKittrick

Director of Marketing and Engagement

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