This event is part of series:
Jessica Notini, Instructor, Stanford Law School
This lecture will examine critical negotiation theory involving how to move from an adversarial, “fixed pie” orientation to a more collaborative and creative orientation. We will discuss how to probe beneath surface positions, demands and strategies to discover the underlying needs and motivators of the people involved in a challenging conversation. We will also analyze how to analyze potential negotiated agreements in terms of other alternatives.
There will be an opportunity to put this theory into practice in a negotiation role-play. We will also explore different forms of leverage or persuasion in a negotiation. In order to improve our skills in persuasion, we will also review common conflict management styles and personal orientations that affect what modes of persuasion are most effective. Understanding of these styles is also a foundation for increasing emotional intelligence.
Finally, we will discuss and practice essential communication skills in negotiation and we will set forth a model for structuring a productive negotiation.
**PLEASE ARRIVE ON TIME out of respect for the speaker.**