Facilitating Negotiations (DR142)

Over the past twenty years, Cornell has worked in hundreds of collective bargaining and dispute resolution situations to facilitate the use of interest-based negotiation techniques. At this workshop, you will learn how to apply these facilitation techniques to structure and guide interest-based dispute resolution processes in commercial and employment settings.

Key Topics

  • Understanding the interest-based approach to dispute resolution
  • Assessing the negotiation climate and the bargaining relationship for the potential of interest-based approaches
  • Establishing the facilitator role and your facilitator ethics
  • The Facilitator vs. the Mediator -- creating facilitation boundaries
  • Getting agreement on a structured negotiation process
  • Facilitation techniques for:
    -- Conducting an "issue analysis" process
    -- Developing a negotiation docket and timeline
    -- Using sub-groups to enhance efficiency
    -- Uncovering interests and delaying premature offers
    -- Introducing information sharing into the process
    -- Creating information-based options
    -- Structuring offers and writing durable agreements
  • Managing the between and within-group dynamics of negotiations to build stronger negotiating relationships
  • Assessing your strengths and weaknesses as a facilitator
  • Working with difficult negotiators and relationship breakdowns

Special Feature

This course will use a number of case-based simulations and role plays to help you learn the facilitation process for interest-based negotiations and practice facilitating live disputes.

Who Will Benefit

ADR neutrals, attorneys, human resource and labor leaders and other professionals responsible for facilitating disputes


No currently scheduled dates

Schedule customized delivery of this program to your organization

RequestFacilitating Negotiations

Sign-up to be notified when this course is offered.