Certificate in Innovation Management
Learn the Keys to Sustained Growth and Success

Effective Negotiation Skills

Faculty: Dr. Joyce E. A. Russell, Distinguished Tyser Teaching Fellow and Senior Executive Education Fellow, Robert H. Smith School of Business
Location:Ronald Reagan Building and International Trade Center, Washington, D.C.

Negotiating to a win-win outcome is an essential part of effective business practice today, whether your negotiation partner is across the world, across the country, or across divisions in your company. This session will expose you to well-tested strategies that ensure you negotiate an outcome that not only satisfies you, but leaves your counterpart satisfied as well. We'll spend part of the day in simulated negotiation exercises where you'll get the opportunity to practice and hone your new skills.

In this module, you will learn:

• The appropriate use of power during bargaining exchanges;

• Key principles of effective listening;

• Bargaining strategies and tactics to achieve outcomes that are most important to you; and

• How to ensure that both parties in a negotiation reach a settlement that both can fulfill.