The Art and Science of Negotiation
When should you use negotiating skills to resolve conflict or issues? Should you ever walk away from a negotiating table and, if so, when? In public service you need to be able to identify program and policy impact, and know the strategic value of understanding one’s best alternative.
Successful negotiation goes beyond simple influence and persuasion techniques to a finely honed ability to comprehend how and when to apply sophisticated negotiation methods. In this dynamic, interactive course, you will examine the strategy and psychology of effective negotiation, ways to involve opponents in discussion, and how to enhance the likelihood of true consensus.
This course is part of the Executive Pathways series, and is required for the Master of Science in Leadership.
Location: Washington, DC
- Influencing and negotiating
About the Instructor: Judi McLean Parks
Judi McLean Parks is a professor of organizational behavior at the Olin Business School at Washington University in St. Louis.
Professor McLean Parks’ research interests focus on the "psychological contract" between employers and employees, and how the nature of the employer/employee relationship is changing. Her current research examines the implications of broken psychological contracts in terms disaffected workers and workplace violence. Her research has also addressed the importance of roles, including both ascribed roles (e.g. gender, ethnicity) and achieved roles (those roles which are acquired through effortful, goal directed behavior).
She previously taught at the Industrial Relations Center at University of Minnesota; Cornell University; and Institute d'Administration des Entreprises, Université Jean Moulin Lyon III, Lyon, France.
Professor McLean Parks holds a Ph.D. from the University of Iowa.