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

Quarter: Fall
Day(s): Sunday
Course Format: On-campus course
Duration: 1 day
Date(s): Nov 5
Time: 10:00 am—4:00 pm
Drop Deadline: Oct 29
Unit: 0
Tuition: $340
Addtl. Fee: $5 (non-refundable)
Limit: 24
Instructor(s): Jessica Notini
Status: Registration opens on 08/21/2017
Fall
On-campus course
Sunday
10:00 am—4:00 pm
Date(s)
Nov 5
1 day
Drop By
Oct 29
0 Unit
Fees
$340
Addtl. Fee: $5 (non-refundable)
Instructor(s):
Jessica Notini
Limit
24
Registration opens on 08/21/2017
If you have been using the ICON® negotiation system to expand the pie and improve your results, 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.

This course is a continuation of WSP 19: “Negotiation Mastery: Achieving Outstanding Results and Relationships.” Students must complete WSP 19 or have other comparable experience prior to enrolling in this course.

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

Grade restriction: NGR only; no credit/letter grade.

Jessica Notini, Adjunct Professor of Negotiation and Mediation, Stanford Law School; Senior Consultant, Accordence

Jessica Notini 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)