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WSP 54 — Beyond Negotiation Mastery: Advanced Theory and Practice for Negotiation

Quarter: Fall
Day(s): Sunday
Course Format: On campus
Duration: 1 day
Date(s): Nov 6
Time: 10:00 am—4:00 pm
Drop Deadline: Oct 30
Unit(s): 0 Units
Tuition: $285
Addtl. Fee: $5 (non-refundable)
Limit: 24
Status: Closed
On campus
10:00 am—4:00 pm
Nov 6
1 day
Drop By
Oct 30
0 Units
Addtl. Fee: $5 (non-refundable)
If you have been using the ICONĀ® approach to negotiation to expand the pie and improve your results, now you might want to get to the next level. In this interactive course, we will explore how to map and plan for complex negotiations as well as how to structure negotiations for maximum collaborative potential. We will discuss key psychological influences in negotiation and their relationship to tactics so that we can better identify and manage such tactics and other tense moments in negotiation. We will learn a methodical approach to conducting an alternatives analysis so we can more carefully assess when to walk away from a negotiation. Finally, we will identify a few key considerations impacting our negotiations in team or group environments. Students will come away with practical tools and techniques for conducting negotiations more effectively.

Students must have completed Negotiation Mastery (WSP 19) in a previous quarter or have other comparable course experience.

This course includes a non-refundable materials fee of $5 to be paid at the time of registration.

Due to its short format, this workshop may not be taken for Credit or a Letter Grade.

Jessica Notini, Adjunct Professor of Negotiation and Mediation, Stanford Law School

Jessica Notini is a senior consultant with Accordence and teaches negotiation and mediation at the Stanford and UC Berkeley law schools. She is a principal of Notini Mediation & Facilitation Services and a past chair of the California State Bar ADR (Alternative Dispute Resolution) Committee. She received a JD from the University of Michigan.

Textbooks for this course:

(Required) Grande Lum , The Negotiation Fieldbook, Second Edition (ISBN 978-0071743471)