Negotiating for Success

Dates & Costs

June 1 - 2
9:00 a.m. - 4:45 p.m.

$1,600 (regular tuition)
$1,360 (McCourt School Alumni)
$1,200 (McCourt School Student)

Target Audience

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.

Course Description

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.

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Course Goals

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

Faculty

Rachel Milner Gillers has created and delivered negotiation, mediation, and conflict management workshops for government, industry and non-profit clients worldwide. She has prepared senior United Nations staff at the UN System Staff College in Italy and at regional offices for negotiations with peer UN agencies, host governments, and donors and has assisted the International Monetary Fund with workplace conflict resolution capacity building for managers operating in U.S. headquarters and foreign mission contexts. In the private sector, she has helped diverse clients including Procter & Gamble, Pfizer, and Merck to identify and overcome individual and organizational barriers to negotiating better agreements. Rachel 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. She is an adjunct professor of negotiation at Georgetown University’s Law Center and McCourt School of Public Policy, and has trained mediators and negotiators at the Harvard Mediation Program and the Harvard Negotiation Institute.

Continuing Education Units (CEU)

Students who complete this course will earn 1.2 continuing education units.

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