Format: Live Online

Faculty:
Paul Paese, Adjunct Lecturer
Washington University in St. Louis Olin Business School
View the Faculty Bio

Negotiation skills are a critical aspect of an effective manager’s repertoire. This session will improve your negotiation skills and give you knowledge and strategies for continuously improving those skills over time. We will begin with a discussion of negotiation styles, the situations best suited for each style, and how to adapt one’s own bargaining style to situational demands. Then we will move to principles and best practices for negotiating externally with outside parties as well as internally with others in the organization. Actionable guidelines will be provided for collaborative problem solving and assertive bargaining that can be applied in a wide variety of business situations.

• Recognize which negotiation strategies are most warranted given the situation at hand
• Understand how psychological processes affect the dynamics and outcomes of bargaining
• Prepare effectively for any type of negotiation
• Match your negotiation behavior to the unique demands of the situation
• Build relationships and create value by balancing collaboration and competition
• Identify your strengths and weaknesses as a negotiator and know how to continue developing your skills over time