Preparing to Negotiate Adequate preparation for negotiation is essential. Preparation includes identifying needs, interests and objectives which must be addressed to achieve a good outcome. A variety of tools is used to increase participants self-awareness regarding their listening and communication style. Conducting the Negotiation Five stages in the negotiation process are discussed. Each stage has a specific objective and includes recommendations for achieving that objective.
Participants negotiate the hypothetical they prepared earlier in the day.
This segment deals with a variety of problems which may be encountered in the negotiation, e.g. irrational escalation of commitment, reactive devaluation, provides information about the reasons behind the barriers and advice on how to deal with them. As in-house counsel to General Mills for 9 years, he negotiated licensing, advertising and promotional arrangements with companies such as Walt Disney, Nintendo, Warner Bros, and Hershey. Daniel Duty holds a BA from the University of Illinois and a JD from the George Washington University Law School, where he studied under renowned negotiating authority Charles Craver. She has created and presented hundreds of training programs in the areas of negotiation, conflict management and mediation. Ms. Soderquist is an adjunct professor at Hamline University School of Law and at William Mitchell College of Law, teaches negotiation at the Syracuse University summer program for business managers, as well as at forums throughout the world.