Negotiation Skills - Session 2: Single Issue Negotiations
Wednesday, Aug. 19, 2020, 4 – 6 p.m.
Negotiation Skills - Session 2: Single Issue NegotiationsRegister Online
WhereOnline
AddressClick here to register. A link to the event will be emailed to those that register prior to the event.
AudienceAdults
LanguageEnglish
SummaryLearn how to negotiate with another party around a single issue. Registration required.
DescriptionIn session one, you will have learned the basic building blocks of a pre-negotiation plan (BATNA, reservation point, and target). You also learned to focus on your interests in the negotiation, and the interests of your negotiation partner. In this module, you will apply these concepts in a single issue negotiation, also known as a distributive negotiation.

Distributive negotiations occur when you have one issue to negotiate, and typically the other party has an opposite preference for that particular issue. It’s important to note that distributive issues are not that common, but the skills required for this type of negotiation will also help you in multi-issue negotiations.

By attending these sessions you will significantly develop your negotiation skills. They are designed to be relevant to a broad spectrum of negotiation problems that are faced by employees and organizational leaders during COVID and after COVID. Specifically, you will develop the necessary skills to discover optimal solutions to problems faced in negotiations, and the best means to implement those solutions.

Much of what you hear about what leads to successful negotiations is not accurate. You will be introduced to the various theories and processes of negotiation. We will discuss negotiation principles that are based on research from the fields of psychology, social psychology, sociology, industrial organizational psychology, and organizational behavior. 

These sessions will help you to:

  • Build confidence in your ability as a negotiator.
  • Prepare a systematic plan for negotiations.
  • Apply your understanding of negotiation concepts to evaluate your performance in negotiation.
  • Analyze the behavior and motives of negotiators in settings who have both competitive and cooperative elements.
  • Evaluate the costs and benefits of alternative actions in, before, and during your negotiations.

In the second hour of the event you'll have an opportunity to get specific questions answered in an “office hours” setting.  All sessions in this five part series will take place virtually. If you can’t attend a program in the series, these online workshops will be recorded and made available so you can catch up.

Session 1: Introduction to Negotiations – Wed, 8/5 4 - 6 p.m.

Session 2: Single Issue Negotiations - Wed, 8/19 4 - 6 p.m.

Session 3: Negotiations with Multiple Issues - Wed, 9/2 4 - 6 p.m.

Session 4: Influence Tactics and Advanced Negotiation Strategies - Wed, 9/16 4 - 6 p.m.

Session 5: Multiparty Negotiations - Wed, 9/30 4 - 6 p.m.
AccommodationsWe can provide accommodations for people with disabilities at Library events. Please contact leap@spl.org at least seven days before the event to request accommodations.
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