Instructor - Indiana University
PER 2310 Planning Your Next Negotiation
Faculty: Daniel Griffith
Course Description:
How often do you step into a negotiation with little forethought about how you’ll approach it or concrete ideas about what you hope to achieve or how you’ll achieve it? Research and pedagogy on negotiations confirm that the most successful negotiators are planners. Before entering the negotiation, they thoroughly analyze their needs, the needs and possible resistance points of the other party, and the relationship dynamics and relative negotiation styles involved. They research to identify and argue for outcomes that are ambitious, yet fair and objective. And they consider how to turn disagreement into understanding and collaboration. What is your next negotiation? This session will provide practical tools for planning it to improve your effectiveness and chances for achieving what you want.
Access Slides and Materials*
Right click the button below and open the materials in a new tab to download.
*Usage Notice
The materials provided on this page are the exclusive property of CBMI and are made available only to registered conference attendees. These materials are intended for the personal, non-commercial use of attendees for individual education and reference purposes.
By accessing this page, you agree not to share, distribute, reproduce, or post any of the materials or the password used to access them with any other person or platform. Unauthorized sharing or use of these materials is strictly prohibited and may result in the loss of access and/or further action by CBMI.