ILR School
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Full disclaimer.Who should attend
Labor relations, human resource, operations, and finance professionals who represent or support management in collective bargaining.
About the course
Building on the negotiation skills component of the other LR Certificate classes, this program approaches negotiations as involving the sometimes conflicting motivations to compete and to cooperate. Through negotiation simulations and lecture, participants learn and practice a variety of approaches to negotiations, how their effectiveness varies by situation, the effectiveness of their own style and how to flex it, and practice value-claiming and value-creating at the same time.
Key Topics:
- Power and dependence in negotiation
- Decision-making processes and flaws
- Relationships, ego, and emotion
- Interests, positions, and expectations
- At-the-table process and structure
- Dynamics of negotiation tactics and techniques
- Multi-party and internal team bargaining
Special Features
During this three-day workshop, a series of interactive simulations provides a common reference point for all participants to discuss a host of negotiation concepts. The goal is to change the way you think about and approach negotiations.
Experts
Daniel McCray
Dan is an expert in workplace negotiation, mediation, arbitration, facilitation, teaching, organizational conflict, team building, leadership and change management. As Practice Leader and Director of the Labor Relations Programs, Dan is responsible for developing and teaching professional educati...
Videos and materials
Cornell ILR Negotiation Professional Development Training
Advanced Negotiations Strategies and Techniques (LR353) at ILR School
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.