Strategic Negotiation Skills
September 15-16, 2016
Washington, DC
8:30 AM – 5:00 PM
September 29-30, 2016
Washington, DC
8:30 AM - 5:00 PM
Course Information
Lawyers, Managers, and other professionals can learn the latest negotiation theories
and techniques in this interactive, practical, and entertaining course. Negotiation
and Settlement Skills evolved from extensive work with more than 40,000 lawyers and
managers in forty states. Building on the empirical data from the fields of business,
communication, and psychology, the course utilizes sophisticated simulations and case
studies to create a conceptual roadmap for negotiation strategy.
What you will learn:
- Characteristics of distributive and integrative bargaining
- Three styles of negotiations
- Recognition and management of mixed-motive exchange
- Techniques of competitive and collaborative negotiation
- Interplay between style and strategy
- The strength of alternatives in negotiation
- Negotiation tactics and how to counter them
- Sources and uses of power
- Avoiding conflict aftermath
- The dynamics of multi-party, multi-issue bargaining
- Evaluation of negotiation success
