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.


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.

Debra Osofsky

Debra Osofsky, Consultant in Organizational Structure and Policy is a Skilled Chief Negotiator in leading teams of all sizes or negotiating solo, with one party or many, in structured and unstructured scenarios. Ms. Osofsky has demonstrated success in formulating and implementing policy, building consensus among varied stakeholders and negotiating complex agreement within a variety of organizations. Her specialties include Complex Negotiations, Contract Analysis, , Training, Advocacy, Executive Leadership, Membership Development, Policy Development and Implementation, Team-Building and Management, Staff Supervision, Problem-solving, and Change Leadership

16 East 34th Street, 6th Floor
New York, NY 10016
United States

Schedule customized delivery to your organization

RequestFundamental Negotiation Skills

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