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Advanced Negotiations Strategies and Techniques

Course Number
LR353
Through a series of interactive simulations, participants learn about the conflicting motivations to compete and cooperate in negotiations. The goal is to change the way you think about and approach negotiations, and practice a variety of approaches to understand how their effectiveness varies by situation.

Choose your Class

Cornell ILR will continue to host training programs in Fall 2020. Following the on-going COVID-19 developments, these trainings will be either virtual or in-person. We are committed to the health of our employees and clients and will keep you informed about training options for Fall 2020.We will decide on the mode of delivery based on the guidance from the University and public health officials.. Please contact ilrcustomerservice@cornell.edu with any questions.

Schedule & Details

Course

Building on the negotiation skills component of the other LR Certificate classes, this program approaches negotiations as involving the sometimes conflicting motivations to compete and to cooperate. Through negotiation simulations and lecture, participants learn and practice a variety of approaches to negotiations, how their effectiveness varies by situation, the effectiveness of their own style and how to flex it, and practice value-claiming and value-creating at the same time. 

Key Topics:

  • Power and dependence in negotiation
  • Decision-making processes and flaws
  • Relationships, ego, and emotion
  • Interests, positions, and expectations
  • At-the-table process and structure
  • Dynamics of negotiation tactics and techniques
  • Multi-party and internal team bargaining

Special Features

During this three-day workshop, a series of interactive simulations provides a common reference point for all participants to discuss a host of negotiation concepts. The goal is to change the way you think about and approach negotiations.

Who Will Benefit

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

Instructors

Instructor Icon
Dan McCray

Customized Delivery

Schedule this program for your organization.

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Have Questions?

This course is part of this certificate

Effective Collective Bargaining and Simulation

Participants learn  how to develop a negotiating strategy and at-the-table best practices.  Program includes a full-day collective bargaining simulation in which participants negotiate in a small group setting against experienced labor relations professionals with ample opportunity for ongoing, real-time feedback and discussion.


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    Nov 18 - 20, 2020
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    $2195
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    New York, NY


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Conflict Resolution in the Workplace

Using your own workplace situations and simulations, participants will learn to diagnose conflict. Learn about the levels of workplace conflict and how to prioritize conflict resolution by frequency and organizational impact. Participants will learn to understand others’ reaction to conflict and the different resolution approaches than can be employed. 
 


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    Nov 17 - 18, 2020
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    $1695
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    New York, NY


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Advanced Internal Investigations: Part II

Develop advanced skills and practical information for investigating complex situations and serious policy violations. Obtain feedback and skills from legal experts and internal investigators related to interviewing and investigation techniques, determining credibility, managing bias, reaching conclusions and implementing outcomes. This intensive class will further expand on the Part I ....
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    Jun 1 - 2, 2020
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    $1595


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