The Art of Give and Take

Successful negotiations require you to plan ahead and develop a sound strategy before the negotiation process. Whether you’re negotiating the price of a car or negotiating a multi-million dollar contract, you must invest time in preparing so that it goes smoothly at the other end of the process. This fall, learn how to strategically negotiate from Harvard-trained negotiator, Margaret Anderson. Our Strategic Negotiation course will provide opportunities for you to work on preparation exercises in the classroom through case studies, expert demos and lively role-play exercises. No prior negotiation experience is required and this course is presented in a non-intimidating way that builds your confidence.

Ms. Anderson shares a bit more about her upcoming class below.

You’ve taught a popular persuasion course at the Glasscock School of Continuing Studies for more than 10 years, what will be different about your Strategic Negotiation course?
Many of the basic principles will be similar, but there will be major differences. Although strategic negotiation skills can certainly be used in personal life, the examples and cases we will work with in this class will focus more on business and commercial situations, as opposed to the eclectic mix of business and personal situations I used in Persuasion One-on-One. Some of the new case scenarios I am planning include negotiating the sale of a painting, negotiating an apartment lease renewal and negotiating for a raise in salary.

Those who have previously taken Persuasion One-on-One will notice some overlaps, as well as a lot of new material and different types of exercises. I believe they will welcome the overlaps to refresh their memories on some things they learned before and to help them integrate the new material with what they already know, building a more complete body of knowledge and a higher level of skill.

Can you tell us about your teaching style and what methods you will be using in this course?
Learning negotiation skills is a lot like learning a physical skill such as playing a sport or driving a car. You can only get so far by reading about the skills, staring at a PowerPoint presentation or listening to a lecture; to become proficient, you have to get on the tennis court or get in the car and practice. Therefore, in teaching such skills, I use a cyclical process. Each cycle begins with me explaining a particular skill. This explanation includes specific practical examples and demonstrations. Then, I provide an exercise for the students to practice the skill. Finally, we debrief the exercise in group discussion so that the students can share their experiences and learn from one another.

What can students expect to take away from the course?

  • A practical, step-by-step method to prepare for and conduct negotiations.
  • Familiarity with a number of specific examples that help them remember and apply the negotiation skills they have learned.
  • Experience in actually using their negotiation skills in safe, hypothetical, classroom situations, so that these skills come more naturally to them when they negotiate in real life.

Learn to negotiate strategically beginning October 6, 2014.

Rachael Shappard


Rachael Shappard, Marketing Coordinator

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