Summer Institute in Negotiation
Critical Skills for Effective Negotiating
June 27-29, 2012 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.
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' twenty-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
Faculty
The combined expertise of the guest faculty, Leonard
Riskin, Visiting Professor at Northwestern Law School and
Chesterfield Smith Professor of Law, University of Florida
and Daniel
L. Shapiro,
Ph.D., Associate Director,
Harvard Negotiation Project and on the faculty at Harvard
Law School and in the psychiatry
department at Harvard Medical School, makes this an institute
that integrates innovative theory and skills-building
for the successful 21st century negotiator.
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.
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 & 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
How to Register
Online Registration will open April 23, 2012. The online registration form will be posted on this website the morning of April 23, 2012. For more information, please contact Mary Brennan at 847-491-5251 or mbrennan@northwestern.edu.
Custom Programs The School of Continuing Studies works with corporate
partners to develop
custom Negotiation programs to meet their specific needs. This program
can be held at your company location.
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