The Art & Science of Positive Negotiations
Saturday September 19
9:00 am — 12:00 pm
Cost: $70 ($64 + $6 materials fee)
Instructor: John Malone
We all negotiate on a daily basis! Whether it’s the purchase of a car or home, a department budget, or a salary and benefits for a new job, to name only a few. It’s also said that great leaders and managers are great negotiators. But how do you become an effective negotiator? On-the-job experience certainly plays a role, but for most professionals, taking their negotiation skills to the next level requires outside training, something companies rarely offer.
This workshop provides an overview of the art and science of negotiations. Specialists debate between win-lose and win-win tactics but the reality for most people is that they often leave money on the table or feel like they didn’t end up in the best position after a tough negotiation. If this sounds like you, you’ll gain from hearing an expert on negotiations and practicing negotiation techniques. You’ll gain insights that will make you a more effective negotiator.
Here’s just some of what you’ll do in this workshop:
- Learn the key negotiation techniques of the Harvard Program on Negotiation
- Gain experience practicing negotiation techniques that will help you increase your value
- Learn to negotiate lasting and sustainable (win-win) deals
- Become aware of common pitfalls in the negotiation process
- Enable you as a team member or an individual to better prepare for a negotiation
John F. Malone, Jr. is a senior. level executive with over 25 years of experience, specializing in corporate reorganizations, turnaround management, process improvements and business expansion, from start-ups through multi-billion dollar international organizations. Besides spending many years negotiating major business deals worldwide, John has participated in extensive hands-on and classroom training at the Harvard Law School’s Program on Negotiation, in the areas of Basic and Advanced Negotiation, Dispute and Conflict Resolution, Mediation and Participatory Processes, as well as Difficult Conversations and Advanced Deal Design and Implementation. John has a BA in Marine Biology from Roger Williams University, an MBA in Management and a CAGS (Post MBA) in Finance from Bryant University, Graduate School of Business. He is also a graduate of the Boston University, Diploma Program in Financial Planning, as well as the MIT, Sloan School of Management’s, Advanced Management Program (AMP).