Cornell University

The Fundamentals of Negotiation LR401

Not currently offered

This program currently has no scheduled dates.

This two-day workshop teaches the fundamental skills that apply to negotiations in any setting as a building block for managing workplace disputes, consulting with union representatives and collective bargaining. The workshop focuses on student participation in a series of negotiation simulations involving a variety of labour and non-labour settings such as selling a business, negotiating a severance package, settling an individual employment dispute, etc.  Students are able to build on learned skills by applying them to each succeeding simulation.

Key Topics:

  • Understanding the concepts of “reservation price,” “resistance point,” “zone of possible agreement” and BATNAs and how they relate to planning and executing a negotiation strategy
  • The use of standards and norms in framing negotiation positions and efforts to persuade
  • The difference between distributive and integrative bargaining (aka “interest based bargaining”) and how to operate effectively within each
  • The importance of information gathering and communication in negotiation and how to use them to your advantage
  • Understanding negotiating styles and how to employ an effective style for particular settings
  • How to reach settlements on the end of the “zone of possible agreement” most favorable to you

Special Features

Realistic simulation exercises for hands-on learning.

Who Will Benefit

Labour relations specialists, human resource practitioners, line managers, and attorneys who negotiate in all aspects of human resources administration and business.  The course also provides a strong foundation for collective bargaining.

Open enrollment workshops can be taken individually or as part of a certificate in Contract Administration Studies or Collective Bargaining Studies. They are also available as Labour Relations Customized Programs for your organization.