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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.

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Effective March 16, 2020, the educational programs scheduled to be delivered at our New York City facility will be moved to virtual delivery, where possible, or rescheduled. For those programs that do not lend themselves to a distance-education format, we will postpone them until we receive guidance from the University and public health officials that it is safe to hold those programs in-person. Please contact ilrcustomerservice@cornell.edu with any questions. We will provide updates as they become available from the University.

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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    May 13 - 15, 2020
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    $2195
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    New York, NY



Register for Effective Collective Bargaining and Simulation

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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.


  • Circle with checkmark Icon
    May 13 - 15, 2020
  • Circle with checkmark Icon
    $2195
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    New York, NY



Register for Effective Collective Bargaining and Simulation

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Investigation Tools and Techniques

This full-day, interactive workshop provides best practices on how to conduct an investigation of major workplace offenses that may result in immediate termination and that are the likely subject of arbitration. Professionals who investigate complex/serious matters in a unionized environment will design and execute an investigation plan.


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    Apr 27, 2020
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    $995


Register for Investigation Tools and Techniques

See more dates and locations for Investigation Tools and Techniques