Negotiating for Success | Foster School of Business

Why Most People are Not Good Negotiators
Just like any skill, negotiation requires training and feedback to improve one’s performance. Learn common misconceptions about negotiation and discuss the skills necessary to success.

Just like any skill, negotiation requires training and feedback to improve one’s performance. Learn common misconceptions about negotiation and discuss the skills necessary to success.

A Focus on Interests
Discover what information is good to share and what information you should not reveal in a negotiation. We will also discuss strategies identified by research that allow negotiators to reveal their negotiation partner’s interests.

Assessing Your Negotiation Personality
Your personal style has profound implications for how you perform in a negotiation. Each participant will assess their own negotiation style and discuss ways to tap into a wide range of approaches.

Preparing for Success
You will learn pivotal concepts that are essential to your negotiation preparations. Learn how to think through your priorities, the other party’s motivations, and what information you need to perform well.

Four Common Pitfalls in Negotiations
People tend to fall victim to common traps when they negotiate. Become familiar with these potential pitfalls and how to avoid them.

Choosing your Approach
Not all negotiations are the same. You will learn to employ appropriate tactics for differing situations. You will also learn specific ways to influence and affect the other party’s behavior.

Multiparty Negotiations
Research has identified common mistakes and process losses made by individuals involved in multiparty negotiations. We will discuss these potential mistakes and process losses and how to prevent them.