WINNING NEGOTIATIONS

2009 Tuition: $1,390*
Time: 8:30 a.m. to 4:15 p.m.
*Tuition includes all course materials, continental breakfast, and lunch.

Program Overview
Participants will know how to assess the relevant issues in a negotiation environment and prepare for the negotiation in minimum time. Through hands-on, real-life case studies, participants will develop negotiation skills with insurers, partners, employees and suppliers. Assessments are provided with suggested areas for making your negotiations more effective.

Who Should Attend
Entry-level managers, mid-level managers, and executives who must effectively manage conflict. The course is designed to help participants understand simple and complex conflict situations and effectively use negotiation as a tool for success. This course is also perfect for anyone who wants negotiation experience and feedback in a structured, learning environment.

Key Benefits
•Learn basic negotiation concepts and tools and how negotiation can be used to manage conflict
•Understand negotiator behavior including actions and reactions, power and influence, and motivation
•Develop a skill set and build confidence regarding specific negotiation tactics – how they work, how to use, and most importantly, when to use
•Diagnose your own conflict situations – get feedback on how might you handle the situation, what tactics to use, and most importantly how best to communicate with the other party(ies)

Topics
•The ABCs of Negotiation: General Concepts and Overview
•Understanding the Process of Negotiation
•Understanding the Parties
•Tactics and Tools for Effective Negotiation
•How to Solve YOUR Conflict

Faculty
Kevin Rockmann
Assistant Professor of Management
School of Management, George Mason University

Additional Information
Program Flyer
Additional Program Details
Sample Schedule