Collaborative Negotiation Skills

Most people think of negotiations as competitive contests where on person's gain is another's loss --a more cooperative, creative agreement is rarely achieved. How can we develop more collaborative outcomes in the wide variety of negotiations that we participate in every business day?

This hands-on session will provide an opportunity to practice and enhance your negotiation skills while benefiting from direct feedback. During the session, each person will be assigned a role and will participate in a two-party negotiation exercise. Because we will record everyone's results, participants have the opportunity to get feedback that is seldom available when you negotiate outside the classroom. Our discussion will focus on how different strategic choices and interpersonal skills drive success at the bargaining table.