Negotiating for Success

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.

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.

Elizabeth Umphress, Ph.D.
Dr. Umphress is a Professor of Management and the Evert McCabe Endowed Fellow at the University of Washington. She has been teaching negotiation strategies to executives since 2003. In addition to negotiations, Dr. Umphress specializes in teaching executives strategic communications, ethical leadership, and organizational leadership. She has won numerous teaching awards, including teacher of the year for the evening MBA program and being recognized as a Star Teacher every year since she has taught at UW. Dr. Umphress also has extensive consulting experience, and has worked with companies such as NASA, Citigroup, and Lockheed Martin.

Payment must be made by check, credit card, or submit a purchase order for later invoice.

It is strongly encouraged that you register early as space is limited. See discount and cancellation policies.

Location
Bank of America Executive Center (BAEC)
University of Washington Main Campus
4275 NE Stevens Way
Seattle, WA 98195
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Parking
You will receive a parking code and instructions on where to park on campus from the program manager via email prior to the start of the class.

Commuter info
Please see these resources for information about commuting by bike, bus, or train:

• Biking to campus
• Transportation Services info on bus and train commuting

Disability accommodation
The University is committed to providing access, equal opportunity, and reasonable accommodation in its services, programs, activities, education, and employment for individuals with disabilities. Please see this reference about submitting accommodation requests.

Class materials and homework
You will be contacted by the program manager via email and provided with materials to read prior to class.

Continuing Education Credits
Participants are eligible to receive 1.2 Continuing Education Units (CEUs) for this seminar. You must request tracking of your CEU credits when you register. More information about CEUs.

Schedule at a Glance