This course 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.
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.
Senior managers and key employees who manage or lead others.