Win-Win Strategies: Negotiation Skills for Everyone
An Interactive Workshop Sponsored by the Graduate Management Student Organization (GMSO)
March 24th 2003
5:30 - 7:30 p.m.
Washburn Shops, Room 229
Negotiations are an integral part of work life, whether you are trying to obtain resources for your organization, establish contracts with clients or vendors, or advance in your company. They also occur outside work, in social and family settings. During this workshop, students were challenged to examine the assumptions and habits they currently bring to their negotiations and to then develop a framework and skills to make their future negotiations less stressful and more effective.
This workshop comprised a number of interactive group sessions covering:
- The nature of negotiating
- Key phases of negotiations
- Skill-building
- Style and language for the effective negotiator
- Tactics and techniques with real-life examples, role-plays and exercises
At the end of the workshop students had learned how to:
- Set objectives for negotiating
- Identify and implement negotiating strategies
- Develop their own skills in negotiating, communicating effectively and avoiding conflict
- Get better deals
Facilitator: Moshe Cohen
Moshe Cohen is President of The Negotiating Table, a mediation and training firm in Cambridge, MA. Since founding the firm in 1995, Mr. Cohen has mediated nearly three hundred disputes and has conducted dozens of negotiation and conflict management training programs at corporations, nonprofit organizations, government agencies, and conferences. He teaches the Negotiations course in the MBA program at Boston University, and previously taught at Bentley College in Waltham, MA. Mr. Cohen is a frequent guest speaker at business functions, conferences, and universities. He has also published numerous articles on negotiation, mediation, and conflict management.
Mr. Cohen holds a Bachelor degree from Cornell in Physics, a Master in Electrical Engineering from McGill University, and a Master in Business Administration from the Boston University Graduate School of Management. His career includes over twelve years of engineering and project management experience prior to founding The Negotiating Table.
- Workshop Notes on Strategies and Skills for Effective Negotiations (PDF)
- Workshop Role-Play Exercise for Two People (Auto Repair Negotiation) (PDF)
During the Negotiations Workshop, students underwent a mock negotiations exercise in groups of two. If you would like to try this exercise yourself, you can download the roles for both players here. See what kind of agreement you can come to! - View video of the workshop!
The workshop notes and role-play exercise above are available in PDF format, for use with the Adobe Acrobat Reader®. The reader software is available for download at no cost from Adobe's Web site .
Maintained by webmaster@wpi.eduLast modified: October 16, 2006 13:09:57