This lively, hands-on session is designed to help you plan and execute effective negotiations. help you strengthen your negotiation skills. Using a series of role plays from the Harvard Law School, you will learn both theory and practice of BATNA (the best alternative to a negotiated agreement), ZOPA (the zone of possible agreement), the difference between interests and positions, creating value, reservation point and anchoring. You will gain confidence in your negotiation skills and you will develop the listening and interpersonal skills essential for successful negotiations. Roger Fisher describes “principled negotiation” as learning “how to obtain what you are entitled to and still be decent. It employs no tricks and no posturing. It enables you to be fair while protecting you against those who would take advantage of your fairness.” Sometimes land trusts are not invited to the negotiating table or they find themselves negotiating with a party with vastly more power and money. To help with both situations, you will learn how environmental leaders "negotiate the impossible" by developing power away from the negotiating table. Students are encouraged to read Negotiating the Impossible by Deepak Malhotra prior to the seminar.
Session Level: Intermediate Session Location: Raleigh Convention Center Price: $240/$275