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ILR School

Fundamental Negotiation Skills (LR311)

Mar 5—6, 2020
2 days
New York, New York, United States
USD 1495
USD 747 per day

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Negotiation is a basic means for resolving conflict and disputes in the workplace, home, and community. In this workshop, you’ll practice fundamental workplace negotiation skills through a series of role plays and experiential learning situations. The workshop covers:

  • Negotiation fundamentals
  • One-on-one approaches to negotiation
  • Small-group negotiation situations
  • Collective negotiations in a workplace setting


  • Become familiar with the basic building blocks of negotiation
  • Learn how to plan a negotiation approach and strategy
  • Practice the communication skills to surface underlying needs and interests
  • Positional and interest-based negotiation approaches

Approach and Features

During this two-day workshop, you’ll gain insight into your own negotiation biases, weaknesses, and strengths, and build confidence and competency through a series of role-plays and simulations. Workshop features include a conflict style diagnostic tool addressing the five common styles of dealing with conflict.

Key Topics

  • Conflict reactions and styles
  • Structuring the negotiation discussion process
  • Collaborative and competitive negotiation approaches
  • Building trust through negotiation

Who should attend

Labor relations, human resource, operations, and finance professionals who represent or support management in workplace negotiations.


Overview Sally Klingel is the director of labor-management relations programming for the Scheinman Institute, where she teaches, trains and provides organizational change consulting services to labor and management groups nation-wide. She specializes in the design and implementation of conflict ...