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Negotiations Workshop

We are bringing in Dr. Rebecca Hollander-Blumoff, Vice Dean for Research and Faculty Development & Professor of Law, Washington University Law School to conduct two workshops on negotiations - one for faculty, one for trainees (grad students and postdocs).  Tentative workshop plan:

Morning Session for Faculty
9:00 – 10:15 Introduction to course
Short introductory group exercise & discussion
Basic principles of negotiation:
• Integrative versus distributive bargaining
• People problems and substantive problems
• Interest-based negotiation versus position-based negotiation
• Structural features: best alternative to a negotiated agreement (“BATNA”), reservation price, aspiration level, zone of possible agreement (“ZOPA”)
10:15 – 11:00 Negotiation simulation and debriefing session
11:00 – 11:30 Psychology & decision-making in negotiation:
• Negotiation styles
• Cognitive heuristics and biases in decisionmaking
• Fairness effects
11:30 – 12:00 Gender and communication in negotiation
• Research & Strategies
Afternoon Session for Doctoral Students/Postdocs
2:00 – 2:30 Introduction; basic principles of negotiation
2:30 – 3:15 Negotiation simulation and debriefing session
3:15 – 4:00 Psychology and communication in negotiation
• Styles, Heuristics, Fairness
• Principles of persuasion
• Use of electronic media

Wednesday, March 28, 2018 - 8:30am to 4:30pm
Women in STEM faculty group
Description of Organization's Mission: 
Our group provides career development and networking opportunities for Women in STEM.
Event Access: 
Open to the Public
Space Requested: