An Integrated Approach to Negotiation - How to achieve your goals while building and maintaining relationships. Recognizing and responding to differing communication and decision-making styles. Key strategies for ensuring that agreements are implemented.

Four “Lenses” Used By Effective Negotiators - Who are the real parties? What is really important and why? How do I recognize and apply power and influence? How important is this relationship?

Planning for Negotiations - Recognizing when you are negotiating. Knowing when negotiation is and is not appropriate. Building internal organizational support for negotiation strategies and outcomes.

Protocol and Procedural Bargaining - Identifying and engaging the appropriate parties. Building agreements through procedural understandings and commitments. How to use time and deadlines effectively.

Strategies for Reaching Agreement - Building agreement through packages. Developing a single text format and drafting “straw” documents. Informal and formal negotiating. Setting goals to shape the agreement.

Strategies for Implementation - How to build commitment and investment in the agreement. How to take the agreement for a “test drive".  Planning for the unforeseen.

CUSTOMIZE THIS SEMINAR FOR YOUR COMPANY
We can tailor this seminar to meet your key strategic business needs. That way, your employees stay focused on your mission and goals as they learn from University of Washington faculty. We can create in-house versions of any of our three seminars in Finance and Accounting, Negotiating and Leadership. Or work with Executive Education staff to develop a new program specifically for your company. For more information, call UW Executive Education at 206.543.8560.