Training Courses

Advanced Practice in Negotiations

The three-day, advanced course is for individuals who have completed a basic negotiation course. This course reaches beyond basic negotiation concepts and skills and provides concentrated practice for improving advocacy skills and handling increasingly complex situations when negotiating.

Participants will learn how to:

• Evaluate strategic issues in deciding when to negotiate and how to persuade others to come to the table.
• Understand and manage the dynamics of power in negotiating relationships.
• Successfully handle multiple issues with many parties — setting priorities and evaluating trade-offs.
• Craft options that address technical, legal, and ethical issues.
• Draft durable agreements.

Participants will have the opportunity to hear from experienced negotiators who will share their insights on what techniques they have found most useful.