Overview

Negotiation for Professionals: Powerful Methods to Boost Your Success

Learn innovative negotiation tools from two of the world’s leading negotiation experts —

Professor Leonard Riskin of Northwestern Pritzker School of Law and Professor Daniel L. Shapiro of the Harvard Negotiation Project

Registration is open for Summer 2017 — register by Wednesday, July 12 to save your seat!

Summer 2017 course dates:  Wednesday, July 26 – Friday, July 28, 2017


Learn essential skills to boost your negotiation success — whether to manage a client, close an important deal, or resolve a heated dispute. These tools range from the basics of interest-based negotiation to advanced tools to better manage the complex emotions that make negotiating so difficult.


Gain insight into cutting edge methods.  Many training programs present basic negotiation tools. But even people who have mastered these tools sometimes fail to use them in difficult situations.  This course reveals the reasons why and how you can overcome them. In short, you will learn methods to better manage not just others, but yourself. You will learn skills to improve your ability to attend to important information; to keep your anxiety in check; and to face conflicting goals with clarity.


You will have opportunity to practice applying negotiation theory through a variety of exercises. You also will learn tools to better manage yourself and others in a negotiation through such methods as mindful awareness and a system for working through internal conflict. You will discover how to integrate these skills and methods into your everyday negotiation practice. 


Work with World-Renowned Instructors.  This program’s instructors have made important contributions to the field of negotiation and regularly field-test their methods with everyone from global leadership to business and governmental executives.  Taught by leading experts in the theory and practice of negotiation, Professors Leonard Riskin of the law schools at the University of Florida and Northwestern University and Daniel L. Shapiro of the Harvard Negotiation Project, this certificate program incorporates the most advanced thinking on the topic of negotiation.

Who Should Attend?


  • Executive professionals and management
  • Lawyers
  • Purchasing and procurement managers
  • Psychotherapists and counselors
  • Teachers
  • Project managers
  • Human resources professionals
  • Sales and marketing professionals
  • Not-for-profit professionals
  • Insurance professionals
  • Mediators

No matter your profession, you undoubtedly negotiate all the time. This program can take your negotiations to the next level of success. 


Upon completion, participants will receive a Certificate of Completion from Northwestern University.


Enrollment may also be used to satisfy 16.25 hours of the State of Illinois' CLE requirement and also fulfills two hours of the Professional Responsibility requirement.

What to Expect

Through a combination of theory and strategies used by experienced negotiators, you will discover new ways to manage key issues, defuse crises, and negotiate disputes. You will gain insight to improve communication and successfully manage your negotiation.


In this program, you will:


  • Learn and practice basic principles of negotiation
  • Incorporate cutting-edge techniques to take your negotiation to the next level
  • Utilize the “core concerns framework” to understand and stimulate helpful emotions
  • Achieve higher levels of focus, clarity, and mindfulness in negotiation and mediation
  • Enhance your individual and organizational effectiveness
  • Expand your network with leading professionals from around the country

This exclusive seminar integrates traditional negotiation skills with groundbreaking techniques largely absent from other negotiation programs.

Program Content

NEGOTIATION BASICS

  • Exploring established theory and practices of negotiation
  • Putting negotiation into context: overview of dispute resolution processes
  • Negotiating substantive and procedural issues

A ROADMAP FOR UNDERSTANDING, CONDUCTING AND EVALUATING A NEGOTIATION

  • Discovering the critical elements of negotiation
  • Understanding adversarial vs. interest-based negotiation tactics and strategies
  • Identifying the five core concerns when dealing with emotions

MINDFUL AWARENESS IN NEGOTIATIONS

  • Choosing wisely: utilizing the tools of awareness
  • Avoiding pitfalls by transforming hostile emotions
  • Applying the tools: what to notice and what to do

PUTTING IT ALL TOGETHER

  • Applying concepts to your personal context
  • Practicing the various frameworks learned in the seminar
  • Assimilating newly acquired techniques, strategies and levels of awareness

Schedule

The tentative schedule for the 2017 Negotiation program is as follows. Specific times and activities are subject to change.


LOCATION:

Northwestern University Chicago Campus
Wieboldt Hall
339 East Chicago Avenue
Chicago, IL 60611


WEDNESDAY, JULY 26, 2017

  • 12:30–1pm: Registration/check-in
  • 1–5:30pm: Class in session (coffee and refreshments)

THURSDAY, JULY 27, 2017

  • 8:30–9am: Continental breakfast
  • 9am–5:40pm: Class in session (lunch provided)
  • 5:45–7pm: Reception with cocktails and hors d'oeuvres

FRIDAY, JULY 28, 2017

  • 8:30–9am: Continental breakfast
  • 9am–3pm: Class in session

Core Courses:

  • SUM_NEG 101-0 Negotiation for Professionals