Negotiation for Professionals: Powerful Methods to Boost Your Success
July 10–12, 2024 • Chicago campus
Learn innovative tools to overcome everyday conflicts
You are negotiating all the time with colleagues, clients, suppliers, family, and friends, but most negotiations don’t go as well as they could. Daniel L. Shapiro, PhD, world-renowned expert on the psychology of conflict resolution has developed and adopted negotiation frameworks that can help you improve client relationships, close important deals, and resolve heated disputes. These frameworks have helped business executives, lawyers, healthcare workers, and countless others get to yes — and thesesame tools have helped leaders of war-torn countries find agreement. Imagine your competitive advantage and power if you, too, were equipped with these tools.
No matter your profession, you undoubtedly negotiate all the time. This program is therefore suited for negotiation experts and novices, including but in no way limited to:
Executive 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
What to Expect
This three-day seminar seeks to enable participants to understand and deal more wisely with conflict and other complex interpersonal situations. It introduces the basics of negotiation theory and skills and explains the mental and emotional factors that can interfere with a person's ability to use them appropriately. It then presents certain concepts and practices from mindfulness and psychology (especially an approach to psychology known as Internal Family Systems) that can help people overcome these obstacles and, as a result, negotiate and otherwise deal more effectively with conflict and difficult situations—both inside themselves and between themselves and others.
Upon completion, participants will also receive a Certificate of Completion from Northwestern University.
Enrollment may also be used to satisfy 15.75 of the State of Illinois CLE requirement, including 2 hours of the Professional Responsibility requirement.
World-renowned instructor
Taught by Daniel L. Shapiro, PhD of the Harvard Negotiation Project, and featuring K.M. Zouhary, attorney and improv specialist, this certificate program incorporates the most advanced thinking on the topic of negotiation.
State-of-the-art ideas
Even people who have mastered traditional negotiation tools fail to use them appropriately in in high-stress negotiations. You will learn how to better manage yourself; how to keep your anxiety in check and stay focused and mindful; and how to face complex negotiations with clarity.
Interactive Learning
You will engage in a variety of hands-on exercises to try out the tools of negotiation. You also will learn methods to better manage yourself and others through mindful awareness and a system for working through internal conflict. We’ll walk you through ways to integrate these skills into your actual negotiations so you can benefit from the tools right away. Past participants have applied these tools and extracted surprising amounts of value out of their negotiations.
Revisiting 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
Applying 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
Hands on, role play, applying theories
Utilizing various frameworks learned in the seminar
Assimilating newly acquired techniques, strategies and levels of awareness
COURSE SCHEDULE
Wednesday, July 10: 12:30 p.m. - 7:00 p.m.
12:30 p.m. - 1:00 p.m. Registration
1:00 p.m. - 5:30 p.m. Class time (Hors d'oeuvres reception to follow until 7:00pm)
No lunch provided
Thursday, July 11: 8:30 a.m. - 5:30 p.m.
8:30 a.m. - 9:00 a.m. Continental breakfast
9:00 a.m. - Class starts
Lunch provided
Friday, July 12:
8:30 a.m. - 3:00 p.m.
8:30 a.m. - 9:00 a.m. Continental breakfast
9:00 a.m. - Class starts
Lunch provided
What do students say about the Negotiation for Professionals program?
Quotes from students in the 2024 session:
"The relevancy of the content and the ability to apply it to real-life examples was absolutely beyond my expectations. It was a masterfully planned and paced program."
"Wonderful course. One of the most helpful, engaging, and practical professional development experiences I’ve ever had. It was also surprisingly fun!"
"This program is not only applicable to the professional arena, but also applicable to all relationships in life."
"It was a phenomenal course. Jammed packed with information and reflection on continuous learning. I would recommend it to my friends and colleagues."
"Great program! The concepts and practical lessons learned were very helpful. The program opened my eyes to a totally different perspective about Negotiations."
Related Programs
Northwestern also offers these related professional development certificate programs:
Find out more about Northwestern's Negotiation for Professionals Program
Negotiation for Professionals Core Courses
Core Courses:
Course Detail
Negotiation for Professionals SUM_NEG 101-0
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:
Practice the 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, three-day seminar integrates traditional
negotiation skills with groundbreaking techniques largely absent
from other negotiation programs.