Critical Skills for Effective Negotiating
June 26–28, 2013 Chicago, Illinois
People negotiate daily, whether it is by managing clients, closing deals, or resolving disputes. However, counterproductive strategies can delay our progress and lead us from desired outcomes.
The Northwestern Summer Institute in Negotiation offers a unique and powerful approach to negotiation. 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 necessary insight to improve communications and successfully manage your negotiation.
What to Expect
This course integrates traditional negotiation skills with groundbreaking techniques that have been, up until now, absent from most negotiation programs. Led by internationally recognized experts in the theory and practice of negotiation, Leonard Riskin of the University of Florida and Daniel L. Shapiro of the Harvard Negotiation Project, this seminar incorporates the most up-to-date philosophies on the topic of negotiation.
This program may be used to satisfy the State of Illinois' 20-hour CLE requirement and also fulfills two hours of the four-hour Professional Responsibility requirement.
In this program, you will:
- Practice the basic principles of negotiation
- Learn cutting edge techniques to take your negotiation to the next level
- Become aware of emotions and how to deal with them in negotiation
- Enhance your individual and organizational effectiveness
- Achieve higher levels of focus, clarity, and mindfulness during difficult negotiations
- Network with leading professionals from the local and regional business community
- Receive a copy of Beyond Reason: Using Emotions As You Negotiate (Viking, 2005) by Roger Fisher and Daniel L. Shapiro
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 2013 Summer Institute in Negotiation is as follows. Specific times and activities are subject to change.
Chicago Campus:
Wieboldt Hall
339 East Chicago Avenue
Chicago, IL 60611
Wednesday, June 26
- 12:30–1pm: Registration/check-in
- 1–5:30pm: Class in session (coffee and refreshments)
Thursday, June 27
- 8:30–9am: Continental breakfast
- 9am–5:30pm: Class in session (lunch provided)
- 6–8pm: Reception with cocktails and hors d'oeuvres at nearby restaurant
Friday, June 28
- 8:30–9am: Continental breakfast
- 9am–3pm: Class in session