Strategic AND Collaborative Negotiation
Learn how to meet short-term needs while building fruitful, long-term relationships
Joshua Weiss
120 minutes
OVERVIEW

WHAT TO EXPECT

  1. THE MYTHS
    Dr. Weiss will begin by challenging people’s conceptions of negotiation.
  2. THE STRUCTURE
    Your team will learn a short framework and useful techniques on how to negotiate.
  3. THE KICKOFF
    Participants will have something they can use immediately! This is the beginning to becoming a strategic negotiator. All participants will now have a sound base from which to work through negotiations.

REQUIREMENTS

Required from you: projector, screen, and audio capabilities.

REVIEWS

Again, it was great having you as a guest speaker at our company meeting. I thought I’d share with you how your presentation directly impacted our business. Days before our meeting, I told one of my employees that we would not accept a client’s terms for working with us (a waiver of liability) and to walk away from the work the client wanted us to do. After your talk, I talked with this employee and learned that he had not spoken directly with the ultimate client/lawyer who was insisting on the waiver. I arranged for a call between me and the senior lawyer, heard his reasoning and developed a BATNA which allowed for us to take the work. The client was very appreciative and we’ll likely bill $100,000 or more for the work. Thanks for sparking the idea to re-engage the client, identify the issues below the water, and develop our BATNA.

Paul Neale, DOAR