A comprehensive, research-based approach for achieving the best results for you and your Stakeholders
Negotiations are as complex and as crucial to the success of a person, an organization or a society as any leadership challenge imaginable.
Research in recent decades has produced concepts, principles, and proven strategies for skill improvement that can help you do better in real-world negotiations. No matter what your current level of skill, this session will give you the knowledge you need now and in the future to negotiate to succeed.
What You Will Gain From Participating
- A complete, pre-seminar assessment, via a confidential online questionnaire, and a customized reading list will help to prepare you for significant in-class learning.
- An up-to-date, comprehensive, and research-based view of negotiation that will extend to your experiences throughout life. Supervised practice, exercises, case studies and simulations will make it highly relevant.
- Follow-on learning opportunities and practice available through study suggestions, reading lists, and email access to the ADI faculty.
About the Program
This program delivers practical, research-based, field tested knowledge that you can use now and build upon throughout your career as a leader and negotiator. A sample of specific issues and solutions addressed during the program include:
- Five Fundamental Skills of Negotiation: Understand and develop skill in the five fundamental processes: decision making, persuading, information gathering, operating, and innovating.
- A Roadmap for Complex Negotiation: As a negotiator you need to know where you are going and what to do along the way. The three major phases of complex negotiation are introduced as you are guided through applying the fundamental processes, key negotiation concepts, principles and strategies to specific problems and situations.
- Managing the Causes of Behavior in Negotiations: Understanding and influencing human behavior is essential to being a strong negotiator. Also critical to becoming an expert is thinking about how a person behaves when negotiating (facts), how a person ought to behave (ethics), and how others perceive the ethical dimension of a person’s behavior (reputation).
- Dealing with Complexity-Multiple Issues and Parties: Many factors can make a negotiation more complex. Through a series of increasingly challenging exercise, case studies and simulations, you will be prepared for any situation.
- Universal Principles, Context and “Scripted Negotiations”: Negotiation in the context of legal procedures, real estate purchases, and the like are examined in the context of understanding the universal principles and research-based skills.
For a complete list of seminar offerings and scheduled dates, please refer to our Seminar Schedule. All public sessions are held in our ADI Training Center located in Atlanta, GA. Please also review our accommodations, materials, and cancellation policies.
