Fundamental Negotiation Skills (LR311)

Negotiation is a basic means for resolving conflict and disputes in the workplace, home, and community. In this workshop, you’ll practice fundamental workplace negotiation skills through a series of role plays and experiential learning situations. The workshop covers:

  • Negotiation fundamentals
  • One-on-one approaches to negotiation
  • Small-group negotiation situations
  • Collective negotiations in a workplace setting

Key Topics

  • Communication skills for effective negotiations
  • Structuring negotiations to yield the best outcomes
  • Positional and interest-based negotiation approaches

Special Features

During this two-day workshop, you’ll gain insight into your own negotiation biases, weaknesses, and strengths, and build negotiation confidence and competency.

Who Will Benefit

Labor relations, human resource, operations, and finance professionals who represent or support management in workplace negotiations.

Instructors for Mar 16-17, 2017
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Sally Klingel

Sally Klingel is the director of labor-management relations programming for the Scheinman Institute, where she teaches, trains and provides organizational change consulting services to labor and management groups nation-wide. She specializes in the design and implementation of conflict and negotiation systems, labor-management partnerships, work redesign, strategic planning and change processes, and leadership development. Her work with Cornell over the past fifteen years has included training, consulting, and action research with organizations in a variety of industries, local, state and federal government agencies, union internationals and locals, public schools and universities, and worker owned companies.

Sally holds a M.S. in Organizational Behavior from Cornell University's School of Industrial and Labor Relations, and a B.A. from the University of Michigan. She has authored articles, monographs and book chapters on innovations in labor-management relations. She is currently a PhD candidate at the Norwegian University of Science and Technology, writing a dissertation on labor-management strategies for change in municipal work organizations.

Instructors for Mar 16-17, 2017
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Dan McCray, Esq.

Director of Labor Relations Programs (HCD)
Deputy Director of the Scheinman Institute on Conflict Resolution

Dan develops and administers Conflict Resolution, Labor Relations programs at Cornell ILR School and the Scheinman Institute in New York City. He practiced Labor, Education and Municipal Law for 15 years in New York City, Nassau County and the District of Columbia, and served as Director of Labor Relations for DC Public Schools, Nassau County, and the New York City Department of Education.

Instructors for Sep 14-15, 2017
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Sally Klingel

Sally Klingel is the director of labor-management relations programming for the Scheinman Institute, where she teaches, trains and provides organizational change consulting services to labor and management groups nation-wide. She specializes in the design and implementation of conflict and negotiation systems, labor-management partnerships, work redesign, strategic planning and change processes, and leadership development. Her work with Cornell over the past fifteen years has included training, consulting, and action research with organizations in a variety of industries, local, state and federal government agencies, union internationals and locals, public schools and universities, and worker owned companies.

Sally holds a M.S. in Organizational Behavior from Cornell University's School of Industrial and Labor Relations, and a B.A. from the University of Michigan. She has authored articles, monographs and book chapters on innovations in labor-management relations. She is currently a PhD candidate at the Norwegian University of Science and Technology, writing a dissertation on labor-management strategies for change in municipal work organizations.

$1495.00

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