Effective Negotiations in the Workplace
High-performing managers negotiate everyday—with colleagues, among teams, with other departments, and even with other companies and external stakeholders. While the positions and parties may vary, the outcomes often dictate team and organizational success. Good negotiation skills and outcomes are essential to getting things done, achieving mutually positive results and building high value relationships.
In this program, you’ll learn the specific steps of the negotiation process. Through interactive role-playing, case scenarios, peer discussion, and review of proven business negotiating strategies, this program will help you think through challenging situations and trade-offs to become a more effective negotiator.
Who Should Attend
Mid- to senior-level managers and project managers who negotiate regularly with internal teams and departments, external stakeholders, companies, or suppliers.
Continuing Education Units
This course provides 1.4 Continuing Education Units (CEUs)
How You Will Benefit
- Learn the different types of negotiation
- Prepare for negotiating with different stakeholders
- Understand the BATNA approach and how to use it
- Deflect “dirty tricks” used in negotiations
- See when and how to separate people from the problem
- Find common interests to move beyond stated positions and create outcomes that strengthen relationships
Day 1 - The Negotiation Process
- Discover the process and skills of mutual gains negotiation
- Prepare for open and honest negotiation discussions
- Learn how to negotiate "interests" rather than "positions"
Day 2 - Personal Influences in the Negotiation Process
- Learn how to separate the people from the problem
- Understand your perceptions and emotions to avoid getting "triggered"
- Learn to intelligently “give and take” during the negotiation process
- Discover how to deal effectively with people who don’t play fair
Deb has extensive experience helping businesses negotiate various needs, concentrating on transition, board development, shareholder agreements, family meetings, and next generation development. She specializes in working with family-owned entities.
Through her consulting work, Deb interacts daily with several business entities at various stages of development. She has presented on numerous occasions to industry groups, family business centers, and individual company retreats on topics including the necessity of formal family agreements, communication and conflict resolution, and negotiation. She teaches for the Wisconsin School of Business in the Executive MBA and Evening MBA, the Graduate School of Engineering at the University of Wisconsin, and with the Center for Professional & Executive Development.
Deb earned her bachelor’s, master’s, and doctorate degrees from the University of Wisconsin. She also holds a Certificate in Family Business Advising and Family Wealth Advising from the Family Firm Institute.
Program: 8:15 a.m.-5 p.m.
Lunch and Breaks are Included with Program Registration
Program Check-In will be 7:30-8:15 a.m. on the first day of the program.