Negotiation Skills: Strategies for Increased Effectiveness

October 2–3, 2017 $2,700
November 15–16, 2017 $2,700
March 12–13, 2018 $2,750

Negotiation is an integral part of creating value for the organization. Your success depends on your personal skills as a negotiator, whether you are seeking resources for your project or team, deciding on a new hire’s salary, or inking a high-stakes deal for your company.

In this negotiation training program, you will gain insight into the habits of dealmakers as you build your own skills. Through a series of group exercises, you will learn how to execute proven tactics, refine your personal negotiating style, and improve your ability to bargain successfully and ethically in any situation. Along the way, you will gain new appreciation for how negotiating skills can help you overcome a wide range of challenges—at work and beyond.

Program Benefits

  • Achieve better results in both formal and informal negotiations
  • Build confidence in your bargaining power and abilities
  • Improve negotiations by managing your emotions and influencing others
  • Build positive, productive relationships with all parties at the table
  • Create value and “enlarge the pie” to produce win-win outcomes

Topics Covered

  • Understanding the interests, priorities, and goals of all parties
  • Maximizing opportunity through pre-negotiation preparation
  • Knowing how personal biases and cultural differences impact negotiations
  • Dealing with irrational people and challenging relationships
  • Improving communication by listening and asking questions
  • Making offers at the right time and in the right way
  • Transforming competition into cooperation—and opponents into partners
  • Managing teams of negotiators more effectively
  • Recognizing when to walk away from the table

Who Should Enroll

This program is appropriate for professionals at all levels who want to enhance their negotiation skills and work more productively with customers, colleagues, partners, vendors, and others. No prior training in negotiation is required. Professionals with some negotiating experience who want to take their strategic skills to a higher level should consider our complementary program Advanced Negotiation Strategies: Mastering the Art and Science of Negotiation.

Program Information

Program Dates

October 2–3, 2017
Instructor: Maurie Kelly
November 15–16, 2017
Instructor: Diana Buttu
March 12–13, 2018
Instructor: Maurie Kelly

Class Times

Programs run from 9 am to 5 pm

Program Fee

2018 Program Fee: $2,750
2017 Program Fee: $2,700

Location

Division of Continuing Education classrooms, One Brattle Square

Instructor

Maurie Kelly is a member of the research faculty and director of informatics at Pennsylvania State Institutes for Energy and the Environment and an instructor at the Smeal College of Business at Pennsylvania State University. Kelly teaches courses in international business, negotiation and conflict resolution, strategic management, leadership, business administration, and information science. Her research focuses on informatics and technology, environmental topics, and crisis leadership, in particular leadership at times of extreme natural disasters. She holds a PhD in organizational development.

Diana Buttu is a lawyer specializing in negotiations, international law, and international human rights law. Earlier in her career, she worked on the Israeli-Palestinian negotiations, serving as the only female negotiator during her five-year tenure. Buttu was a fellow at the Harvard Kennedy School of Government and at Harvard Law School, and held a fellowship at the Stanford Center for Conflict Resolution and Negotiation. She holds an undergraduate degree from the University of Toronto, a JD from Queen’s University in Canada, an LLM from the University of Toronto, a JSM from Stanford University, and an executive MBA from Kellogg Northwestern School of Management.