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Goal:     Through the use of simulated negotiations sessions, participates are exposed to the various skills required of effective negotiators, including identifying issues, developing options, and making commitments.

Length: 2 days

Format

• Review materials on one of several specific negotiation problem sets
• Engage in planning session
• Conduct the actual negotiation
• Debrief the negotiation process and the result
• Receive feedback from faculty

Program Materials for each Problem Set*

• Set of common information for both sides of negotiation
• Confidential information for each side of the negotiations
• Multiple negotiation sessions conducted by each participant

Faculty

• Faculty member observes and gives feedback on negotiation sessions
• Recommend participant to faculty ratio of  12:1

* Our problems include both litigation and transactional issues.