Class Overview

This module is designed to acquaint participants with what it takes to be a skilled negotiator, as well as the preparation process that skilled negotiators go through in order to maximize their results. The module includes several case studies designed to illustrate what skilled negotiators do to prepare for negotiations, and includes discussions of the numerous techniques and tactics they employ. Whether you are a novice or a seasoned negotiator, this program will make you better at what you do.

Pre-Readings

1. "Negotiation Strategies and Techniques for Commercial Contractors," Timothy Sullivan, Thompson Coburn LLP.