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  1. Home
  2. Continuing Education
  3. Professional Development

Negotiation Skills for Industry Professionals

This 1-day course will provide basic strategies to achieve your goals. 

This workshop will use experiential learning techniques to allow participants to identify, learn, and apply basic negotiation strategies and skills in both one-on-one situations as well as in teams.  The workshop encompasses 6-8 exercises, depending on time, including the following negotiation situations:

  1. A series of rapid one-on-one negotiations; single attribute to be negotiated
  2. A series of team-on-team negotiations; single attribute to be negotiated
  3. More complex negotiations: multiple attributes to be negotiated, varying rewards, increased outcome uncertainty, parties of unequal power, more than two parties vying for scarce resources, etc.   

Details

Day and Time

To be announced

Location

To be announced

Cost

To be announced

Instructor

To be announced

Who should attend

Everyone! We all negotiate on a daily basis!

Registration

To register, please contact Continuing Education by calling 717-749-4118.

What will I learn

Strategies to achieve your goals—through interactive and fun exercises that demonstrate current research and allow you to apply what you’ve learned. 

  • Analyze your own interests (what you want to achieve) as well as those of others
  • Develop a position (what you tell the other party you want – not always the same as your actual interest!)
  • Exchange information (and when to do so!)
  • Make assessments and reach conclusions under time pressure
  • Leverage your personality to be a better negotiator
  • Avoid common pitfalls of negotiations

While this topic is often associated with the Purchasing or Sales functions, the basic strategies covered in this workshop would apply to almost all business functions and, as the participants will discover, apply to the relationships and situations they find outside of work. Everyone negotiates: job offers; car or home purchases; with spouses or children; etc. Anytime someone wants something from another party, they enter into negotiations.

This topic provides a plethora of interactive (and fun) exercises that demonstrate current research and allow participants to apply what they’ve learned.  It also can be very complex, especially as the uncertainty of outcomes, the number of participants, the amount of power each has, and the number of attributes to be agreed upon increases and / or varies.  For that reason, it is the kind of workshop that can be expanded to cover the topic in various levels of detail, depending on the audience and could be built upon over a period of time.

Would you like more information? We can schedule additional classes if interest is great enough!

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Professional Development

  • Negotiation Skills for Industry Professionals
    • Negotiation Request Information
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Contact

For information on all offerings and to register for individual programs, visit state-wide Continuing Education at Penn State.

See Also

  • Continuing Education: Credit Certificate Programs
  • Continuing Education: Industry Certifications and Review Courses
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