Essential Negotiation Perspectives

University of Missouri - Kansas City
Training overview
Professional Course
2 days

Course description

This course covers the core content of a three-day intensive negotiation training program. Its lessons are built on the experience of advising negotiators in elite private and public institutions, from Fortune 10 companies to military special forces. You will develop a clearer, more practical perspective on deal making by exploring four critical, transformative phases of interest-based negotiation:

Explore. Challenge your assumptions as to who the parties are, what they want, and what’s possible.
Expand. Bring new options to the table to add value; bring new parties to the table to transform the negotiation.
Divide. Satisfy all the parties to reach agreement, while allocating value advantageously.
Agree. Make every conversation work towards the final agreement.

In addition, you will discuss practical but underutilized negotiation tactics and have multiple opportunities to experiment with them in simulated negotiations.

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Who should attend?

This course is appropriate for negotiators of all skill levels. Novice negotiators will learn to create and follow effective strategies. Experienced negotiators will apply a new framework to fundamental negotiation concepts, developing their perspective on effective negotiation. They will also cover new concepts, such as managing irrational beliefs and behavior on both sides of the table.

Training content

  • Creating effective negotiation strategies
  • Challenging assumptions about parties, options, risks, and rewards
  • Understanding the perspective of other parties
  • Generating creative options to create more efficient deals
  • Using fair standards to distribute gains
  • Identifying and handling irrational behavior in negotiation

Course delivery details

Course Date and Time :- October 14-15, 2021 | 8:30am-12:00pm

Online Seminars All online seminars are hosted in real-time via. Zoom. Be prepared to participate with your class in discussion with your instructor. If you have not used Zoom or would like to learn more, please visit Getting Started with Zoom.

Scheduling All online seminars will be held across two-consecutive days from either 8:30-12:00 or 1:00-4:00 CST.


The fee is $350 (USD).

Certification / Credits

Certificate of participation

About UCMK

University of Missouri - Kansas City | Changing the world starts here.

We are the largest comprehensive, fully accredited university in the Kansas City area. Our faculty are leaders in their fields — and they're within reach. Our 14:1 student-to-faculty ratio means professors know their students' names and take mentorship seriously. Our students...

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University of Missouri - Kansas City

64110 Kansas City Missouri

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