2020 Prospanica Conference & Career Expo: Barriers in Negotiations Badge
Earners of the Barriers for Negotiations badge understand psychological and cultural
barriers can offer insights that can be harnessed in creating win-win solutions during
negotiations. They know how to reframe their views with knowledge and creativity to
deliver value for everyone involved. The Barriers for Negotiations badge was developed
and facilitiated for Prospanica by University of Dallas Faculty.
Meet Dr. Laura Munoz
Dr. Laura Munoz is an Associate Professor of Marketing with the Satish and Yasmin
Gupta College of Business at the University of Dallas. She received her Ph.D. in Marketing
and International Business from the University of Texas – Pan American (now The University
of Texas of the Rio Grande - AACSB accredited). As part of her commitment to continuous
education, she has completed the Program on Negotiation at Harvard Law School, The
Case Method Seminar at Harvard Business School and is certified on the Chally Assessment,
a sales hiring assessment tool, from the Sales Education Foundation. Her passion lies
in professional selling and as such, she connects theory with practice by being a
faculty coach in national sales competitions. In addition, she is the faculty advisor
for Market Share – Marketing, the college’s undergraduate student organization affiliated
with the American Marketing Association.
Among her awards, she received the 2015 Outstanding Service Award at the National
Conference in Sales Management for her work as a Board Member and the University of
Dallas Haggar Scholar (2013 and 2015). Dr. Munoz won the Best Track Paper award in
2005 from the Association for Global Business Conference for her work on online communities
and her 2016 work on entrepreneurship was nominated for the “Most Relevant for Entrepreneurs”
award at the U.S. Association of Business and Entrepreneurship Conference. More recently,
she earned the 2017 Engagement award for her commitment to teaching, research and
service and the 2019 Outstanding Researcher of the year at the College.
To see Dr. Munoz' full bio, click here.
Title: Reframing Psychological and Cultural Barriers in Negotiations
When engaged in negotiations, individuals tend to assume they can ignore or go against
the psychological and cultural barriers existing within each party. The truth is that
these concepts are embedded into who we are, and they certainly have a seat at the
table. In this seminar, we will explore how knowledge and creativity can be utilized
to reshape our views, reframing them to see these barriers as conduits to deliver
value for everyone involved. The seminar will cover topics such as: basics of negotiation,
irrationality, emotions, judgmental overconfidence, loss aversion, endowment effects,
legal culture challenges, and mindsets.
Earning the Badge
You can only earn this badge at the 2020 Prospanica Conference & Career Expo by attending
the Reframing Psychological and Cultural Barriers in Negotiations Workshop sessions on Wednesday and Thursday, October 14 - 15, 2020.
Learners must participate in all activities during the session.
The badge will be issued by the University of Dallas.
Have questions or want to speak to a person? Contact us at UDExecutiveEd@udallas.edu or 972-721-5298.