Loyola University Chicago

Quinlan School of Business


This module will provide a general overview of negotiation skills and will utilize experiential exercises and simulations to help participants better prepare for future negotiations. To help guide learning, all participants will receive a copy of the highly acclaimed negotiations book Getting to Yes. Topics covered in this session include:

  • Negotiation defined and goals of negotiation
  • Identifying positions vs. interests
  • Consequences of positional bargaining and soft negotiating
  • Principled negotiation
  • Separating people from the problem
  • Strategies for focusing on interests rather than positions, including consideration of BATNA (Best Alternative To a Negotiated Agreement)
  • Generating options
  • Evaluating options on the table using objective criteria
  • Preparing for an effective negotiation

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