Track: Career Development

Negotiation Skills

Tuesday, October 21, 2008
2:00 p.m. - 3:00 p.m.
Room: 408 B

Based on principles developed at the Harvard Negotiation Project, this session helps build each participant?s capacity to transform adversarial approaches to negotiation and conflict into problem-solving collaborations. Participants will produce better outcomes for all parties while enhancing long-term working relationships.

Speakers:

• Stephen Frenkel
  Director of Negotiation Programs
  Mediation Works, Inc. (MWI)

Objectives

• Structure the process of negotiating in a way that promotes joint problem-solving and collaboration
• Recognize when to accept and when to 'walk away' from a deal
• Respond to threats and otherwise uncooperative behavior
• Build, strengthen and improve long-term working relationships

Pre-Requisites

None

Take-Aways

• Negotiation Prep Sheet - this two sided document will guide participants through the negotiation preparation process
• Negotiation Training and Coaching Overview - a one-page synopsis of our negotiation programs

CPA Field of Study: PD