University of Richmond
We know a great deal about what separates successful negotiators from average performers. In this highly interactive session, attendees will learn new approaches to negotiations, raising the likelihood of successful outcomes. Drawing from relevant research in psychology and decision-making, these insights can be applied to formal and informal negotiations that occur in a variety of settings. Attendees will depart with several lessons that can be applied immediately, including how to gain power before negotiating; how to identify the true interests of other parties; how to frame justifications for your positions; and when to make a concession and when to walk away. The fast-paced talk covers actions taken by successful negotiators before, during, and after negotiations.