Beyond Reason book cover
"An extraordinarily clear account of the complex effects of human emotions in social exchange that should raise the level of civility and effectiveness in all our interactions ."
- Jerome Kagan, Department of Psychology, Harvard University

Summer Institute in Negotiation:
Critical Skills for Effective Negotiating
with Daniel L. Shapiro and Leonard Riskin

 

July 16-18, 2008
Northwestern University, Chicago, IL

 

We negotiate daily, whether handling clients, completing deals, or resolving disputes. However, our tactics are often counterproductive, causing us to delay progress, bypass solutions, and impede desired outcomes.

The Northwestern Summer Institute in Negotiation offers a unique and powerful approach to negotiation. Through an effective combination of theory and strategies employed by experienced negotiators, you will discover new ways to manage key issues, defuse crises, and mediate disputes. You will learn how to develop a road map to prepare, conduct, and review a negotiation. And you'll gain the necessary insight to harness your awareness and deal with emotions, enabling you to improve interactions and successfully manage your negotiation.

This course integrates traditional negotiation skills with groundbreaking techniques that have been, up to 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 current thinking on the topic of negotiation and provides a format for improving your skills and understanding of the negotiation process.

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, 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 cutting-edge theory and skills-building for the successful 21st century negotiator.

Who Should Attend

  • Executive professionals and management
  • Corporate counsel
  • Purchasing and procurement managers
  • Project Managers
  • Human resources professionals
  • Sales and marketing professionals
  • Not-for-profit professionals
  • Insurance professionals

Whether you are a legal professional, a corporate executive, or an administrator of a not-for-profit organization, this program will take you and you 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

For more information and a link to registration, please visit http://scs.northwestern.edu/summernu/programs/negotiation.cfm

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HR