Many consider negotiation to be the formal procedure by which parties agree upon contracts and resolve disputes.  The image here has people seated at a long table with a specific series of issues to be presented, bargained, and concluded.  Although true, this is a very narrow view.  Fundamentally, negotiation is the process of influencing people, whether family, friends, colleagues or clients.  The purpose of this workshop is to introduce participants to the underlying dynamics of negotiation, including tactics and strategies that increase the likelihood of successful outcomes. 

 

Many consider negotiation to be the formal procedure by which parties agree upon contracts and resolve disputes. The image here has people seated at a long table with a specific series of issues to be presented, bargained, and concluded. Although true, this is a very narrow view. Fundamentally, negotiation is the process of influencing people, whether family, friends, colleagues or clients. The purpose of this workshop is to introduce participants to the underlying dynamics of negotiation, including tactics and strategies that increase the likelihood of successful outcomes.  

 

 

James R. Bailey is the Tucker Professor of Leadership and Chair of the Department of Management at the George Washington University School of Business, and a Fellow in the Centre for Management Development, London Business School. He has been the recipient of many teaching distinctions, including three GWSB Outstanding Educator Awards, and in 2006 was named one of the world’s top ten executive educators by the International Council for Executive Leadership Development. He has published over 50 academic papers and case studies, and is the author of several books, including the award-winning, best-selling Organizational and Managerial Wisdom and the forthcoming Riding the Change Curve: Leading Through Transition. He has designed and delivered hundreds of executive programs for firms like Nestle, UBS, Morgan Stanley, and the U.S. Congress. Dr. Bailey is a frequent keynote speaker who has appeared on broadcast programs for the BBC, NPR, and Fox News Channel, and whose work has been cited in such outlets as the Wall Street Journal, Fortune, Forbes, and Business 2.0. He is the immediate past Editor-in-Chief of the Academy of Management Learning and Education.