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Kenan-Flagler Business School

Negotiation & Power: the art and Science of Persuading Others

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Developing the skill set necessary to successfully navigate the various types of negotiation, conflicts that arise during the process, and other biases or contributing factors to ultimately find a mutually beneficial agreement is critical to both personal and organizational success.

Mid to senior-level managers, directors, and functional leaders whose role involves negotiations with internal stakeholders and external partners on behalf of their team and organization.


  • Distinguish between different types of negotiations
  • Identify your BATNA (Best Alternative To Negotiated Agreement) and learn how to better understand your own bargaining zone
  • Know how to create value in a negotiation by unbundling issues, shifting dialogue and asking diagnostic questions
  • Understand the influence of emotional triggers on negotiations and know how to improve your position of power during a negotiation
  • Recognize how individual differences in how people think, feel, and behave can impact negotiation
  • Understand how to effectively negotiate via a variety of platforms (i.e. phone, email or text message) and situations
  • Earn a digital certificate and badge from UNC Kenan-Flagler Business School

Who should attend

Mid to senior-level managers, directors, and functional leaders with a minimum of 5-7 years of experience currently leading a team.


  Alison Fragale studies the determinants and consequences of power, status and influence in organizations, conflict resolution and negotiation, and verbal and nonverbal communication. An award-winning teacher, Dr. Fragale teaches courses on effective leadership and negotiation skills to un...