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Summer Institute in Negotiation

Critical Skills for Effective Negotiating

June 25–27, 2014   Chicago, Illinois

Negotiation is an essential part of daily interaction, whether it is to manage clients, close deals, or resolve disputes. We know how important it is to be ‘smart’ when we negotiate, but counterproductive strategies — even the things we think we can’t control — can delay our progress and divert us from our goals.

Northwestern University’s Summer Institute in Negotiation offers a unique and powerful approach to acquiring this important skill. Taught by leading experts in the theory and practice of negotiation, Professors Leonard Riskin of the University of Florida and Daniel L. Shapiro of the Harvard Negotiation Project, this seminar incorporates the most advanced thinking on the topic of negotiation.

Who Should Attend

  • Mediators
  • Executive professionals and management
  • Corporate counsel and other lawyers
  • Purchasing and procurement managers
  • Project managers
  • Human resources professionals
  • Sales and marketing professionals
  • Not-for-profit professionals
  • Insurance professionals

Whether you are a corporate executive, or an administrator of a not-for-profit organization, this program will take you and your organization to the next level in negotiation effectiveness and to closing better, more durable deals.

What to Expect

Through a combination of theory and strategies used by experienced negotiators, you will discover new ways to manage key issues, defuse crises, and mediate disputes. You will gain the quality of insight to improve communication and successfully manage your negotiation.


In this program, you will:

  • Practice the basic principles of negotiation
  • Incorporate cutting-edge techniques to take your negotiation to the next level
  • Utilize the “core-concerns framework” to understand and stimulate helpful emotions
  • Achieve higher levels of focus, clarity, and mindfulness in negotiation and mediation
  • Enhance your individual and organizational effectiveness
  • Expand your network with leading professionals from around the country

This exclusive seminar integrates traditional negotiation skills with groundbreaking techniques largely absent from other negotiation programs. Upon completion, participants will receive a Certificate of Completion from Northwestern University. Enrollment may also be used to satisfy 17.25 hours of the State of Illinois' CLE requirement and also fulfills two hours of the Professional Responsibility requirement.

Program Content

NEGOTIATION BASICS

  • Revisiting established theory and practices of negotiation
  • Putting negotiation into context: overview of dispute resolution processes
  • Negotiating substantive and procedural issues

A ROADMAP FOR UNDERSTANDING, CONDUCTING AND EVALUATING A NEGOTIATION

  • Applying the seven critical elements of negotiation
  • Understanding adversarial vs. interest-based negotiation tactics and strategies
  • Identifying the five core concerns when dealing with emotions

MINDFUL AWARENESS IN NEGOTIATIONS

  • Choosing wisely: utilizing the tools of awareness
  • Avoiding pitfalls by transforming hostile emotions
  • Applying the tools: what to notice and what to do

PUTTING IT ALL TOGETHER

  • Hands on, role play, applying theories
  • Utilizing various frameworks learned in the seminar
  • Assimilating newly acquired techniques, strategies and levels of awareness

Program Schedule

The tentative schedule for the 2014 Summer Institute in Negotiation is as follows. Specific times and activities are subject to change.


LOCATION:

Northwestern University Chicago Campus
Wieboldt Hall
339 East Chicago Avenue
Chicago, IL 60611


WEDNESDAY, JUNE 25

  • 12:30–1pm: Registration/check-in
  • 1–5:30pm: Class in session (coffee and refreshments)

THURSDAY, JUNE 26

  • 8:30–9am: Continental breakfast
  • 9am–5:30pm: Class in session (lunch provided)
  • 5:30–7pm: Reception with cocktails and hors d'oeuvres

FRIDAY, JUNE 27

  • 8:30–9am: Continental breakfast
  • 9am–3pm: Class in session