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Essentials of Negotiation: Optimizing Outcomes and Maximizing Value

This one-day program is designed for mid-level and senior managers and is available as part of our Executive Certificate in Management and Leadership or for the Executive Certificate in Project Management.

Description

Negotiation skills are the foundation of a successful career, and are also vital for everyday life. Without these skills, even experienced negotiators often fail to reach their goals, or continually settle for less-than optimal outcomes (without even realizing it).

This experiential workshop will help you build an effective foundation for successful negotiations, teaching you how and when to use this key communication and influence tool. You will learn how to prepare for negotiations, and how to ask for and get more of what you want using a variety of influence techniques. You will also apply those newly acquired skills in a series of increasingly complex business negotiations.

Whether you have decades of work and negotiation experience or are in the early years of your career, this program will help you achieve your business and personal goals through advanced tactics.

Participants in this program will:

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

Who Should Attend?

Senior managers and key employees who manage or lead others.

Faculty:

Liuba Belkin, Ph.D., has taught negotiations to undergraduate and graduate students for over 15 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.

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