Essentials of Negotiation: Optimizing Outcomes & Maximizing Value

Negotiation is a part of everyday life. It is also an essential part of being a manager. In the business world, negotiation skills are the foundation of a successful career and a productive workplace. Without proper negotiation skills, people often fail to pursue their goals or settle for an outcome that is far less than it could be. Yet, formal training in this critical skill is not a requirement. The chances are that despite years of experience negotiating with your superiors, subordinates, co-workers, suppliers, customers or stakeholders, you did not have formal training in negotiations. In this Lehigh University Executive Education workshop you will build an effective foundation for successful negotiations and learn to achieve your business and personal goals through advanced negotiation tactics.

This program is experiential in nature. Program attendees will examine the social psychology and economics behind successful negotiation skills and will learn how to prepare for negotiations, how to ask for and to get more of what they want using various normative and informational influence techniques, as well as apply those newly acquired skills in a series of simulated business negotiations.

Develop your ability to negotiate beneficial economic and relational outcomes in a variety of business settings through:

• Preparing effectively for negotiations
• Recognizing and leveraging your negotiation strengths, while learning how to overcome weaknesses
• Communicating persuasively in the face of resistance
• Knowing whether you have reached a good outcome in a negotiation
• Identifying opportunities for “win-win” solutions
• Building and strengthening vital business relationships

Senior managers and key employees who manage or lead others.

Liuba Belkin, Ph.D., has taught negotiations to undergraduate and graduate students for almost 20 years, at Rutgers Business school first and then at Lehigh. She has consulted and conducted negotiation workshops with employees in a number of national and international companies, and has been an active member of the International Association of Conflict Management since 2004. She has presented multiple papers at their annual meetings, and has published many research papers in the field of negotiation and decision-making.