We negotiate all the time – with bosses, friends, clients, spouses, colleagues, vendors, and others. Although negotiations are a daily occurrence, many of us know little about the factors that influence negotiation processes and outcomes. Through a series of exercises, this program will help participants become better negotiators by better understanding people and situations, corresponding negotiating strategies, and influencing techniques. The results of these exercises will be posted and debriefed so that the class can learn from everyone’s experience. Participants will leave the program with a set of negotiation principles based in research and the capability to apply them to enhance personal gains in negotiations while simultaneously sustaining long term relationships.
- Build awareness of the values, motivations, and psychological biases that drive people’s behaviors in negotiations and conflict situations
- Familiarity with the basic skills, concepts, and principles that enable better negotiation outcomes in a variety of contexts
- Discuss recent empirical research findings on negotiations and related topics
- Engage in exercises and simulations that illustrate important elements and aspects of negotiation situations
- Apply frameworks and techniques that can have a positive impact on both personal and professional life
Instructor: Hajo Adam, Ph.D.
Upcoming Dates: Fall 2014