Effective Negotiations

April 11-12, 2024

Overview: 

Taught through the lens of principled negotiations, a framework that shows it is possible to negotiate effectively with an individual or group who may appear to have different interests. The “circle of value” approach encourages negotiators to: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain, and 4) insist on using objective criteria.

Topics include:

• Personal strategy
• Communication skills
• Integrative (collaborative) negotiation and distributive (competitive) negotiation
• Bargaining zones, alternatives to negotiated agreements
• Building relationships for better negotiated outcomes
• Preparation for negotiation

Participants will conduct a preparation activity, engage in a mock negotiation, and participate in a deliberate debrief led by the instructor.

Structure: In-Residence: April 2024 in Bloomington, Indiana.

Discount pricing is available for companies sending three or more participants as well as Kelley School and IU alumni & staff. Contact Laura Nicholson (laurnich@indiana.edu) for related discount codes to apply at check out.

Ask your employer to help cover the cost. Select "Send My Employer an Invoice" during the Payment step of check out. Use this payment method to request that an invoice be sent to you. You are responsible for sending the invoice to your employer for payment. Payment should be completed before the course/certificate starts. If you need additional instructions for sending the invoice, please contact your Kelley School representative or Laura Nicholson at laurnich@indiana.edu.