Like it or not, all of us are negotiators. Negotiation is a fact of life, an activity that drives a large part of our day-to-day activity, whether it is negotiating with another department for allocation of resources or negotiating with an outside customer on their participation in an activity.

Unfortunately, people often approach negotiation like two armies coming at each other from opposite sides of the battlefield. Typically, each side takes a position, digs in, argues for it, and, over time, makes concessions to reach a compromise. Too often in negotiation, however, we move to a compromise solution too quickly, without considering the possibility of a higher level solution.

This workshop focuses on the principles and process for reaching a win-win solution, the highest possible outcome in negotiation. The primary theme in this course is built around the principles popularized by Roger Fisher and Robert Ury of the Harvard Negotiation Project. In this eight hour workshop participants will accomplish the following four objectives:

1. Develop a “matrix” of possible negotiation outcomes

2. Identify the primary objectives in any negotiation

3. Identify the elements and process of effective negotiation

4. Explore common pitfalls of negotiation and how to avoid them

Throughout the workshop participants will experience a number of actual negotiating simulations that will facilitate the learning process, helping them to turn principle into effective practice.