Beyond Negotiation Mastery: Advanced Skills and Theory

You already understand the difference between interests and positions and have been using the ICON® approach to negotiation and improve your results. Now you want to get to the next level. This interactive course covers advanced principles for successful negotiations. Here we will explore dealing with difficult tactics and behaviors; handling tension in negotiations; how to conduct an alternatives analysis; the psychology of influence; and negotiating in teams or a group environment. We will also discuss and practice skills for enhanced negotiation conversations and meetings, including improved listening, assertion, and reframing. Students will come away with practical tools and techniques for conducting negotiations more effectively.

Students must complete Negotiation Mastery (WSP 19) or receive permission from the instructor based upon the completion of an equivalent course. Due to its short format, this workshop may not be taken for Credit or a Letter Grade.

Jessica Notini
Adjunct Professor of Negotiation and Mediation
Stanford Law School

Jessica Notini is a senior consultant with Accordence, teaches negotiation and mediation at the Stanford and Boalt Hall law schools, and leads many negotiation courses in California and internationally for private and public entities. She is principal of Notini Mediation & Facilitation Services, past chair of the California State Bar ADR (Alternative Dispute Resolution) Committee, and president of the Northern California Mediation Association. She received a JD from the University of Michigan.