Instructor: Dr. Jerry Cormick; Principal, The CSE Group and Professor, Evans Graduate School of Public Affairs, University of Washington

Dr. Cormick teaches negotiations concepts, strategies and skills in the Executive MBA Technology Management MBA Programs at the University of Washington and has an extensive list of private and public sector training clients.  Program elements:

The Manager as Negotiator: an Introduction to Basic Principles, Concepts and Applications

• Establishing an integrated approach to negotiations
• The importance of relationships
• Creating “positive power” for negotiations
• Interest-based negotiation strategies
• Communication strategies

Applying the principles

• Exercise: The Corby Case, Section 1.                             

Developing a Communication and Negotiation Strategy

• Planning and negotiating internally to negotiate effectively externally
• How agreeing on interests and criteria can avoid positional bargaining
• Identifying and communicating constraints
• Creating and developing teams
• Communicating effectively
• Avoiding “negotiation poker”
• “Does the other party know enough to make you an acceptable proposal?”  “Do you know enough to make the other party an acceptable proposal?”

Negotiating Strategies and Tactics

• Discovering interests
• Shaping proposals
• Building packages
• Proposing alternatives
• Making flexibility an asset
• Responding and building joint ownership          
• Valuing and “auditing” relationships

Building Agreements that Work

• Building commitment
• “Road testing” the agreement
• Ensuring internal understanding and support
• Testing buy-in by implementers
• Resolving future conflicts, misunderstandings and unforeseen changes

This page was last updated on 09/20/05.  
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