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Foster School of Business

Negotiating for Success

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Next dates

Oct 14—15
2 days
Seattle, Washington, USA
USD 1675
USD 837 per day


Enhance your negotiation skills through proven techniques and hands-on practice

Your ability to negotiate and apply influence are critical to success in both your personal and professional life. From communication with your co-workers, to reconciling competing interests across departments, to structuring agreements with your customers, this practical two-day program will provide you with frameworks and approaches to arrive at the best outcomes for yourself and your organization. You will develop an awareness of common problems faced in negotiations and optimal approaches to address a broad spectrum of scenarios.

Benefits of attending

Gain practical skills to negotiate effectively, develop buy-in, and achieve your desired results. The curriculum will prepare you with skills and confidence to approach negotiations for numerous organizational situations.

  • Discover your personal negotiation style and how to draw from other approaches
  • Develop a toolkit of strategies applicable to future situations
  • Grow your leadership presence by improving your ability to persuade others

In addition to lectures, in-class discussions, and advance readings, participants will engage in simulations to practice the concepts taught in the program. Participants will gain experience and receive feedback through exercises in both single-issue and multiparty negotiation.

Content overview

Why Most People are Not Good Negotiators

Just like any skill, negotiation requires training and feedback to improve one’s performance. Learn common misconceptions about negotiation and discuss the skills necessary to success.

A Focus on Interests

Discover what information is good to share and what information you should not reveal in a negotiation. We will also discuss strategies identified by research that allow negotiators to reveal their negotiation partner’s interests.

Assessing Your Negotiation Personality

Your personal style has profound implications for how you perform in a negotiation. Each participant will assess their own negotiation style and discuss ways to tap into a wide range of approaches.

Preparing for Success

You will learn pivotal concepts that are essential to your negotiation preparations. Learn how to think through your priorities, the other party’s motivations, and what information you need to perform well.

Four Common Pitfalls in Negotiations

People tend to fall victim to common traps when they negotiate. Become familiar with these potential pitfalls and how to avoid them.

Choosing your Approach

Not all negotiations are the same. You will learn to employ appropriate tactics for differing situations. You will also learn specific ways to influence and affect the other party’s behavior.

Multiparty Negotiations

Research has identified common mistakes and process losses made by individuals involved in multiparty negotiations. We will discuss these potential mistakes and process losses and how to prevent them.

Schedule at a Glance


  • 8:00 a.m. – 8:30 a.m. Check-In and Continental Breakfast
  • 8:30 a.m. – 11:45 a.m. Class
  • 11:45 p.m. – 12:30 p.m. Lunch provided
  • 12:30 p.m. – 3:45 p.m. Class


  • 8:00 a.m. – 8:30 a.m. Check-In and Continental Breakfast
  • 8:30 a.m. – 11:45 a.m. Class
  • 11:45 p.m. – 12:30 p.m. Lunch provided
  • 12:30 p.m. – 3:45 p.m. Class


Education PhD Tulane University (2003) BA University of Texas (1997) Academic Expertise ethics organizational behavior Current Research Ethical Decision Making, Organizational Justice, Diversity Issues Positions Held At the University of Washington since 2011 Associate Professor at ...
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