The mutual gains negotiation program of Cornell University’s School of Industrial Relations forms the basis of this seminar. The method of negotiation is known variably as: interest based, win-win, principled or integrative bargaining. The seminar is designed to convey both the theory and practice of a systematic approach to bargaining that results in better solutions, greater compliance by the parties and improved, more effective relationships.
This training helps you avoid the hostilities that, all too often, can arise during bargaining negotiations by showing how to recognize and avoid behaviors that escalate conflict. And it helps you avoid long, drawn-out negotiations by keeping everyone on track in reaching an agreement.