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Negotiating for Success

Negotiations seminar

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.

Upcoming Seminar Dates

October 5-6, 2020 – Online
If you are registered for this seminar, please check your email for updates from your program manager Kyondra Kennard.

June 7-8, 2021 – In Person

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 an Associate 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.

Dates and fees Registration
October 5-6, 2020 – Online
Register Now
Deadline: September 25, 2020
June 7-8, 2021 – In Person
Register Now
Deadline: May 24, 2021

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.

Like our in-person courses, online courses from Executive Education are designed and led by Foster School faculty and taught using the same evidence-based research and application. Students will participate in discussions, breakout sessions, and direct interactions with our faculty. Courses are conducted via Zoom, which facilitates real-time interface between students and faculty via webcam and text-based chat.

In addition to the faculty, your program manager will provide guidance throughout the course. You will be contacted by the program manager via email and provided with course logistics.

Continuing Education Credits
Participants are eligible to receive 1.0 Continuing Education Units (CEUs) for this seminar. You must request tracking of your CEU credits when you register. More information about CEUs.


8:45 a.m. Join Online Class
9:00 a.m. – 11:30 a.m Class
11:30 a.m. – 1:00 p.m. Lunch Break
1:00 p.m. – 3:00 p.m. Class

Bank of America Executive Center (BAEC)
University of Washington Main Campus
4275 NE Stevens Way
Seattle, WA 98195
View map

Parking for our classes is offered in the Central Plaza Garage at 15th Ave NE and NE 41st Street. You will receive a parking code from the program manager via email prior to the start of the class.

Directions for accessing the Central Plaza Garage and the BAEC building.

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

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

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
Executive Education students
Customize this seminar for your company

We can offer this seminar exclusively for your organization and tailor it to meet your goals. Read about our custom programs and convenient offerings for private trainings.

Learn about Custom and Group Programs

Executive Education borchures
Keep in Touch

Join our mailing list to stay up to date on upcoming seminars and events. We are currently revamping this seminar and will send you updated information as soon as it is available.

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