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Thursday, September 15 • 1:30pm - 4:30pm
Introduction to Negotiating Deals and Disputes

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Negotiating Deals and Disputes Everyone one of us make deals and resolve disputes on a daily basis. Sometimes our negotiating opportunities are overlooked, missed or we become fearful of and paralyzed by what is possible. This interactive presentation will engage those who attend in negotiating exercises and introduce the 7 elements of negotiation as defined by the Harvard Program on Negotiation. We will also introduce the concept of BATNA, short for "best alternative to a negotiated agreement" - the course of action you will pursue if your current negotiation ends in impasse. Knowing your BATNA helps you make the right choice - should you take the deal or walk away. Reciprocity is the turn-taking engine in communication. It is “rocket fuel” for negotiation. Reciprocity is “the almost universal belief that people should be paid back for what they do, that one good (or bad) deed deserves another. To become a better problem solver, become a better listener. Listening is a commitment and a series of choices. Becoming a better negotiator can help us in both personal and professional life

Thursday September 15, 2016 1:30pm - 4:30pm MDT
Entrada A

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