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McCourt School of Public Policy

Negotiating for Success

Nov 18—19, 2019
2 days
Washington, District of Columbia, United States
USD 1995
USD 997 per day

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In this highly interactive, fast-paced course you will learn practical skills for creating and claiming more value when negotiating while strengthening individual and organizational relationships. Through dynamic simulations and exercises, you will develop strategies for one-on-one and multiparty negotiations. Whether you are engaged in contract negotiations, strategic planning, or managing a negotiating team, this course will help you think more analytically and improve performance at all stages of negotiation from preparation to debrief.

Course Goals

By the end of the class, students will be able to:

  • Systematically prepare for negotiations
  • Claim more value when negotiating while preserving relationships
  • Construct more creative, durable agreements
  • Analyze negotiation results to improve personal and organizational performance
  • Manage internal dynamics that run parallel to negotiations at the table

Who should attend

Target Audience

  • Government employees who regularly collaborate with other divisions or peer agencies;
  • Managers at companies who negotiate with government, advocacy groups and/or other stakeholders;
  • Professionals at non-profit organizations who participate in interdivisional program management, coalitions with peer organizations, and/or cross-sector roundtables.


Rachel Milner Gillers is Faculty Chair of the Georgetown Negotiation Network and a conflict management consultant, mediator, and facilitator. She has created and delivered negotiation, mediation, and conflict management workshops for government, industry and non-profit clients worldwide. She spec...