Negotiating for Success

negotiating for success

Learn proven techniques and approaches to successful negotiations. Participants will engage in negotiation simulations to practice the concepts taught in the program.

Enhance your negotiation skills through proven techniques and hands-on practice.

Your ability to negotiate and apply influence is critical to success in both your personal and professional life. From communication with your co-workers to reconciling competing interests across departments, to structuring agreements with your customers, this practical two-day program will provide you with frameworks and approaches to arrive at the best outcomes for yourself and your organization. You will develop an awareness of common problems faced in negotiations and optimal approaches to address a broad spectrum of scenarios.


Gain practical skills to negotiate effectively, develop buy-in, and achieve your desired results. The curriculum will prepare you with skills and confidence to approach negotiations for numerous organizational situations.

  • Discover your personal negotiation style and how to draw from other approaches
  • Develop a toolkit of strategies applicable to future situations
  • Grow your leadership presence by improving your ability to persuade others

In addition to lectures, in-class discussions, and advance readings, participants will engage in simulations to practice the concepts taught in the program. Participants will gain experience and receive feedback through exercises in both single-issue and multiparty negotiation.


Why Most People are Not Good Negotiators

Just like any skill, negotiation requires training and feedback to improve one’s performance. Learn common misconceptions about negotiation and discuss the skills necessary to succeed.

A Focus on Interests

Discover what information is good to share and what information you should not reveal in a negotiation. We will also discuss the strategies identified by research that allow negotiators to reveal their negotiation partner’s interests.

Assessing Your Negotiation Personality

Your personal style has profound implications for how you perform in a negotiation. Each participant will assess their own negotiation style and discuss ways to tap into a wide range of approaches.

Preparing for Success

You will learn pivotal concepts that are essential to your negotiation preparations. Learn how to think through your priorities, the other party’s motivations, and what information you need to perform well.

Four Common Pitfalls in Negotiations

People tend to fall victim to common traps when they negotiate. Become familiar with these potential pitfalls and how to avoid them.

Choosing your Approach

Not all negotiations are the same. You will learn to employ appropriate tactics for differing situations. You will also learn specific ways to influence and affect the other party’s behavior.

Multiparty Negotiations

Research has identified common mistakes and process losses made by individuals involved in multiparty negotiations. We will discuss these potential mistakes and process losses and how to prevent them.


Dr. Elizabeth Umphress specializes in teaching executives Strategic Communications and Negotiations, Ethical Leadership, and Organizational Leadership at University of Washington Foster School of Business. She earned her Ph.D. from Tulane University in organizational behavior. She has earned multiple awards for her instruction in UW Executive MBA and undergraduate

All requests for cancellation, refund or substitution must be received in writing (e-mail is acceptable). Executive Education keeps a waiting list for prospective students. Out of consideration for those on the waiting list and to ensure enough time for pre-mailed materials to be received, our cancellation policy is as follows:

30 days before program start date

- 100% refund for withdrawal
Participant substitutes are allowed with no administrative fee;

15 to 29 days before program start date

- 50% refund for withdrawal
Participant substitutes may be allowed on a case by case basis;

2 to 14 days before program start date

- No refund for withdrawal
Participant substitutes may be allowed on a case by case basis;

Less than 48 hours before the program start date

- No refunds or substitutions will be permitted.

Program dates, fees and faculty are subject to change. If a program is cancelled, Executive Education will refund the program tuition in full, but is not responsible for travel, accommodations or other expenses incurred by the participant.

University of Washington Foster School of Business

The Foster School of Business offers intensive educational programs that explore each facet of business enterprise from an executive’s perspective. Executive seminars are brief, focused and practical professional development programs on topics of special interest to senior managers and executives. Teaching focuses on tools and knowledge that you can use to become a more effective manager, analyst and decision-maker.

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