This workshop provides you with a framework for developing skills to plan and conduct negotiations through structured, interactive exercises.
http://u.nwc.co/pcnegent
Negotiations happen every day, and negotiating well can mean the difference between success and failure for a new venture. Fortunately, there are tools and techniques that can be applied to improve negotiation skills and achieve...
[read more] This workshop provides you with a framework for developing skills to plan and conduct negotiations through structured, interactive exercises.
http://u.nwc.co/pcnegent
Negotiations happen every day, and negotiating well can mean the difference between success and failure for a new venture. Fortunately, there are tools and techniques that can be applied to improve negotiation skills and achieve better outcomes. This seminar will introduce a framework for planning and conducting negotiations and will give participants the opportunity to develop these skills through structured, interactive exercises.
Learning Goals
Analyzing Negotiations.
We will develop a vocabulary and a framework that will enable participants to look at the structure and context of a negotiation and to determine what sort of agreement is advantageous in a given situation.
Planning and Preparation.
Thorough planning and preparation is a critical part of negotiation. We will go through the preparation process step by step, and we will introduce tools to help participants identify interests, establish priorities, and develop a negotiation strategy.
Creating Value.
We will discuss the importance of enlarging the pool of resources available to negotiators by asking questions, uncovering hidden interests, and considering unconventional alternatives.
Claiming Value.
After value has been created resources must still be claimed. We will focus on strategies that maximize individuals’ abilities to achieve high quality outcomes for themselves.
Instructors
Stephen Sauer, PhD.
Steve has won several teaching awards as a professor of Organizational Behavior at Clarkson University. He has a Ph.D from Cornell University and has experience as a management consultant and as an officer in the US Army.
http://sauer.socialpsychology.org/
Tom Schryver
Tom is an experienced entrepreneur with founding or senior executive roles in several high-growth startups. His background is in finance and he holds an MBA from Cornell.
http://www.linkedin.com/pub/tom-schryver/2/95a/479
