Negotiation Matters Workshops

INSTRUCTOR: Jessica Notini, lecturer, Stanford Law School

Three consecutive Wednesdays: May 8, 15, and 22, 4:00-6:30 pm

Mastery of negotiation is a life skill in that we all negotiate every day with colleagues, bosses, domestic partners, friends, clients and many others.  This workshop is a dynamic mix of theory, demonstration, skills exercises and roleplay practice intended to increase your confidence and effectiveness in any negotiation you undertake.

We explore critical negotiation theory such as competitive versus collaborative approaches and identification of motivating interests to improve both your approach to negotiation and the quality of your outcomes.  We continue with the essentials of thorough preparation for a negotiation including setting specific targets, identifying sources of influence and defining the point of walk away with reference to a methodical alternatives analysis.  While building this negotiation framework, we define and practice critical communication and influencing skills.  We also outline a practical framework so that you have a clear map of an effective negotiation process. 

Participants should leave the workshop with a solid foundation for more principled, persuasive and successful negotiation in a variety of contexts. Specifically, participants will:

* learn to be aware of and manage the tension between creating and claiming value.

* gain a better understanding of their own conflict management and negotiation style so as to elicit strengths and minimize weaknesses.

* improve their effectiveness in critical communication skills and persuasion strategies.

* understand the essential flow of a negotiation and learn how to focus their efforts in each phase.

Note: Participants must attend all three sessions of the workshop for the entire period.

Application is now CLOSED.

Spring Quarter 2013 Workshops