Institute for Workplace Studies
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Colloquium Series

Proactive Negotiation and Persuasion WS401

Not currently offered

This program currently has no scheduled dates.

In agile, flexible, demanding organizations, the ability to negotiate is critical. No longer reserved for a select few only, it is one of the essential skills in getting things done. This course has two distinct components:

Part I: Preparing for Negotiation

  • Determining when to negotiate, and what to negotiate over
  • Assessing the other party, their bargaining power and their perspective before entering negotiations
  • Assessing needs and alternatives
  • Knowing who to negotiate with
  • Approaching divergent mindsets
  • Establishing your bottom line and BATNA

Part II: Negotiating Face-to-Face

  • Opening negotiations
  • Reducing conflict through proactive arguments, questions to engage the other party
  • Understanding the emotions at play
  • Deciding when to be competitive and when to be cooperative
  • Closing the deal

Instructor

Samuel Bacharach