Negotiation when relationships matter

8:30 AM - 4:30 PM

Tuesday June 5, 2018

Negotiation is at the heart of every human interaction. However, negotiators often fail to achieve their goals, and occasionally even damage valued relationships. This negotiation training can help you seize opportunities to improve business and personal relationships while achieving your negotiation goals. The training is based on principles of interest-based negotiation. Through experiential learning, you will apply what you learn immediately on the big and small negotiations that are important to you.

Designed for business people and lawyers as well as other professionals, the course provides participants with opportunities to learn new negotiation skills, practice what they have learned, and receive personal feedback. Participants will learn how to achieve better negotiation outcomes through understanding:

  • How to avoid common negotiator mistakes and overcome substantive and procedural barriers
  • How to identify interests and set goals
  • Strategies to start the negotiation, bargain, close and sustain the parties' commitment
  • How to maintain and build relationships throughout the negotiation

Workshop faculty: William Logue and Lorraine Della Porta.

Return to Summer Institute