Summer Institute in Negotiation
Critical Skills for Effective Negotiating
July 16-18, 2008 Chicago, Illinois
We negotiate daily, whether managing clients, closing deals, or resolving disputes. However, counterproductive tactics can delay our progress, bypass solutions, and lead us away from desired outcomes.
The Northwestern Summer Institute in Negotiation offers a unique and powerful approach to negotiation. Through an effective combination of theory and strategies employed by experienced negotiators, you will discover new ways to manage key issues, defuse crises, and mediate disputes. You will learn how to develop a road map to prepare, conduct, and review a negotiation. And you'll gain the necessary insight to harness your awareness and deal with emotions, enabling you to improve interactions and successfully manage your negotiation.
This course integrates traditional negotiation skills with groundbreaking techniques that have been, up to now, absent from most negotiation programs. Led by internationally recognized experts in the theory and practice of negotiation, Leonard Riskin of the University of Florida and Daniel L. Shapiro of the Harvard Negotiation Project, this seminar incorporates the most current thinking on the topic of negotiation and provides a format for developing your skills and understanding of the negotiation process.
This program may be used to satisfy the State of Illinois' twenty-hour CLE requirement and also fulfills two hours of the four-hour Professional Responsibility requirement.
In this program, you will:
- Practice the basic principles of negotiation
- Learn cutting edge techniques to take your negotiation to the next level
- Become aware of emotions and how to deal with them in negotiation
- Enhance your individual and organizational effectiveness
- Achieve higher levels of focus, clarity, and mindfulness during difficult negotiations
- Network with leading professionals from the local and regional business community
- Receive a copy of Beyond
Reason: Using Emotions As You Negotiate (Viking, 2005) by Roger Fisher and Daniel L.
Shapiro
Faculty
The combined expertise of the guest faculty, Leonard
Riskin,
Chesterfield Smith Professor of Law, University of Florida
and Daniel
L. Shapiro,
Ph.D., Associate Director,
Harvard Negotiation Project and on the faculty at Harvard
Law School and in the psychiatry
department at Harvard Medical School, makes this an institute
that integrates cutting-edge theory and skills-building
for the successful 21st century negotiator.
Who Should Attend
- Executive professionals and management
- Corporate counsel
- Purchasing and
procurement managers
- Project Managers
- Human resources
professionals
- Sales and marketing
professionals
- Not-for-profit professionals
- Insurance
professionals
Whether you are a legal professional, a corporate executive, or an administrator of a not-for-profit organization, this program will take you and you organization to the next level in negotiation effectiveness and to closing better, more durable deals.
Program Content
NEGOTIATION BASICS
- Revisiting established theory and
practices of negotiation
- Putting negotiation into context: overview of
dispute resolution processes
- Negotiating substantive and
procedural issues
A ROADMAP FOR UNDERSTANDING, CONDUCTING & EVALUATING
A NEGOTIATION
- Applying the seven critical elements of negotiation
- Understanding adversarial vs. interest-based negotiation
tactics and strategies
- Identifying the five "core
concerns" when dealing
with emotions
MINDFUL AWARENESS IN NEGOTIATIONS
- Choosing wisely: utilizing the tools of awareness
- Avoiding pitfalls by transforming hostile emotions
- Applying the tools: what to notice and what to do
PUTTING IT ALL TOGETHER
- Hands on, role play, applying theories
- Utilizing
various frameworks learned in the seminar
- Assimilating
newly acquired techniques, strategies, and levels of
awareness
How to Register
Registration information can be found in the course
listings.
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