Course Dates and Time
July 23-24, 2019
November 18-19, 2019
10:00 a.m - 4:00 p.m.
Regular Tuition: $1,995
Course cost includes a light breakfast, coffee breaks, lunch, and class materials. It does not include housing.
Ready to Negotiate?
Negotiating for Success
In this highly interactive, fast-paced course you will learn practical skills for creating and claiming more value when negotiating while strengthening individual and organizational relationships. Through dynamic simulations and exercises, you will develop strategies for one-on-one and multiparty negotiations. Whether you are engaged in contract negotiations, strategic planning, or managing a negotiating team, this course will help you think more analytically and improve performance at all stages of negotiation from preparation to debrief.
By the end of the class, students will be able to:
- Systematically prepare for negotiations
- Claim more value when negotiating while preserving relationships
- Construct more creative, durable agreements
- Analyze negotiation results to improve personal and organizational performance
- Manage internal dynamics that run parallel to negotiations at the table
- Government employees who regularly collaborate with other divisions or peer agencies;
- Managers at companies who negotiate with government, advocacy groups and/or other stakeholders;
- Professionals at non-profit organizations who participate in interdivisional program management, coalitions with peer organizations, and/or cross-sector roundtables.
Rachel Milner Gillers is Faculty Chair of the Georgetown Negotiation Network and a conflict management consultant, mediator, and facilitator. She has created and delivered negotiation, mediation, and conflict management workshops for government, industry and non-profit clients worldwide. She specializes in international development, commercial negotiation, and women and negotiation. She has prepared senior United Nations staff for negotiations with peer UN agencies, host governments, and donors and has assisted managers at the International Monetary Fund with conflict resolution capacity building. In the private sector, she has helped diverse clients including Pfizer, Procter & Gamble, and Bridgestone to identify and overcome individual and organizational barriers to negotiating better agreements. Professor Milner Gillers has facilitated multi-stakeholder consensus building processes including the U.S. Extractive Industries Transparency Initiative, a cross-sector effort driven by representatives from industry, government, and civil society. Her U.S. Government clients include the U.S. Office of Special Counsel, the U.S. Department of the Interior, and the U.S. Environmental Protection Agency. She teaches negotiation at GULC and the McCourt School of Public Policy, and has trained mediators and negotiators at the Harvard Mediation Program and the Harvard Negotiation Institute.
Continuing Education Units (CEUs)
Students who complete this course will earn 1.2 continuing education units.
Executive Core Qualifications (ECQs) Alignment
The content of this course covers competencies addressed by the following ECQs: Leading People; Results Driven; Building Coalitions
Ready to Negotiate?
Additional Executive Institute Courses
Develop new skills by participating in another short course this year.