High Performance Negotiation Skills for Women

High Performance Negotiation Skills for Women
Virtual Training Workshop
Feb. 23, noon – 1:30 CST

This workshop examines negotiations in the business world and explores how women and men behave and ultimately perform at the negotiation table, whether in person or virtually. You will explore behavioral differences in initiating negotiations, making opening offers, and settling upon terms. You will learn how to build confidence in your negotiations, leverage influence and power, and how to do this in a way that strengthens and solidifies business relationships.

This 90-minute training will be jam-packed with insight and best practices for enhancing personal and business outcomes at the negotiation table, including:

• How to prepare for negotiations, establish your goals, set an optimal target point, assess your alternatives, develop a BATNA, and set a reservation point (walk-away point)
• Conducting the negotiation — should you make the first offer?; how to open, what to reveal, what to conceal, separate positions from interests, and how to deal with “backlash”
• Win-win negotiation — how to create and develop value-added agreements by creatively working with differences, identify pain points, opportunities, and value drivers, etc.
• Increasing your value — how to negotiate from a position of weakness and leverage your position

Facilitator

Leigh Thompson, Ph.D.
Northwestern University

Thompson is the J. Jay Gerber Professor of Dispute Resolution & Organizations in the Kellogg School of Management at Northwestern University. She is the director of the Kellogg Team and Group Research Center, the Leading High Impact Teams Executive program, High Performance Negotiation Skills Executive program and Negotiating in a Virtual World Executive online program.

If you haven’t renewed your membership, renew today to receive your $100 member discount on this event. Registration closes at midnight CST on Feb. 19.

$79 USD – member
$179 USD – nonmember