“I now feel like I’m better prepared, and a more conscious negotiator. I learned a lot of concepts that any professional can use, such as the power of anchoring and making 1st offers. Now when the person across the table repeats a perspective, I try to diffuse it.”—Biren Gandhi, Director of Procurement, Leading Manufacturer
Ashleigh Rosette, faculty member and course instructor, describes below what a participant can expect to experience in this program:
Who Should Attend?
Because negotiation skills are required at all levels of an organization and in a variety of other circumstances, this program will benefit any professional who leads and manages projects, processes, and teams, or who deals with internal and external stakeholders.
More About the Program
Over 3 days, you’ll focus on skills development. Engaging class discussions provide insight on key concepts, while a series of live negotiations in a variety of diverse settings ensure you integrate core principles with personal experience.
Discussion topics in this program are designed to help you see differences as opportunities - rather than obstacles - in a negotiation. Covering a range of subjects that draw on the most current research in management and leadership, you’ll learn effective strategies that can help you attain better outcomes.
Course Topics
- Introduction to Negotiations
- Distributed Negotiations
- Integrative Negotiations
- Dispute Resolution
- Negotiating Across Divides
Program Objectives
At the conclusion of the program you’ll be able to:
- Attain a comprehensive understanding of effective negotiation skills
- Interpret others' behavior at the negotiating table through analysis
- Anticipate differences in others' negotiation strategy to avoid misunderstandings
- Evaluate diverse perspectives and preferences that bring people together
Sample Schedule
Arrival
Check-In Available
3:00pm
Welcome Dinner
6:00 - 8:00pm
Day 1
Breakfast
7:00 - 9:00am
Program Introduction and Reflecting Inward
9:00am - 12:30pm
Lunch
12:30 - 1:30pm
Focusing Outward
1:30 - 5:00pm
Dinner
6:00 - 8:00pm
Day 2
Breakfast
7:00 - 9:00am
Managing Conflict
9:00am - 12:30pm
Lunch
12:30 - 1:30pm
Understanding Diversity
1:30 - 5:00pm
Optional Campus Tour
5:00 - 6:30pm
Dinner
6:00 - 8:00pm
Day 3
Breakfast
7:00 - 9:00am
Leading Change and Program Review
9:00 - 11:30am
Program Close
11:30am - 12:00pm
Lunch
12:00 - 1:00pm
