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 Shapiro of the Harvard Negotiation Project.
Learn the skills of negotiation masters. You are negotiating all the time with colleagues, clients, suppliers, family, and friends, but most negotiations don’t go as well as they could. Over the past thirty years, our instructors have developed powerful 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.
Gain state-of-the-art ideas. Even people who have mastered traditional negotiation tools fail to use them appropriately in tough times. Your instructors have pioneered methods to better manage yourself and others in high-stress negotiations. You will learn how to attend to important information that others miss; how to keep your anxiety in check and stay focused and mindful; and how to face complex negotiations with clarity.
The learning process is interactive. 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.
World-renowned instructors. This program’s instructors have made important contributions to the field of negotiation and to the global stage, ranging from consultation with Fortune 500 CEOs to heads of state. 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.
Find out more about professors Riskin and Shapiro and what makes their teaching methods unique.
In his new book, Managing Conflict Mindfully: Don't Believe Everything You Think, Leonard Riskin helps us understand how and why we make unwise decisions related to conflict and difficult situations and what we can do about it, through a new framework that integrates negotiation, mindfulness, and internal family systems. It could help anyone deal better with others, and with themselves.
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.
Related Programs
Find out more about these professional development programs.
Instructors for this program have a range of expertise, specializations and work experience. Read about their qualifications on our Negotiation for Professionals Program Faculty page.
Find out more about Northwestern's Negotiation for Professionals Program
Contact SPS Enrollment Advisers
The SPS enrollment advisers at Northwestern University School of Professional Studies can be a resource to you for inquiries regarding our certificate programs.
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.