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Essential Negotiation Perspectives: Explore, Expand, Divide, Agree

October 14 @ 8:30 am - 12:00 pm CDT


This virtual seminar is split between two consecutive days. Participants must attend both sessions to complete the seminar. Registration covers both sections.

Part 1: October 14 | 8:30am – 12:00pm
Part 2: October 15 | 8:30am – 12:00pm

This course covers the core content of a three-day intensive negotiation training program. Its lessons are built on the experience of advising negotiators in elite private and public institutions, from Fortune 10 companies to military special forces. You will develop a clearer, more practical perspective on deal making by exploring four critical, transformative phases of interest-based negotiation:

Explore. Challenge your assumptions as to who the parties are, what they want, and what’s possible.
Expand. Bring new options to the table to add value; bring new parties to the table to transform the negotiation.
Divide. Satisfy all the parties to reach agreement, while allocating value advantageously.
Agree. Make every conversation work towards the final agreement.

In addition, you will discuss practical but underutilized negotiation tactics and have multiple opportunities to experiment with them in simulated negotiations.

Key Topics

  • Creating effective negotiation strategies
  • Challenging assumptions about parties, options, risks, and rewards
  • Understanding the perspective of other parties
  • Generating creative options to create more efficient deals
  • Using fair standards to distribute gains
  • Identifying and handling irrational behavior in negotiation

Who Should Attend

This course is appropriate for negotiators of all skill levels. Novice negotiators will learn to create and follow effective strategies. Experienced negotiators will apply a new framework to fundamental negotiation concepts, developing their perspective on effective negotiation. They will also cover new concepts, such as managing irrational beliefs and behavior on both sides of the table.

About the Instructor

Colin McRoberts is a graduate of Harvard Law School and an experienced lawyer and negotiation advisor. He handled complex financial lawsuits for a multinational firm before becoming a professional negotiation advisor in a boutique practice. In that capacity, he has assisted many elite clients, including two of the Fortune 10, the United States Army and Navy, and diplomatic delegations to the United Nations. He has advised and taught negotiators on the ground in dozens of countries around the world and in nearly every imaginable industry. Today, Colin is one of the principals of Vasher McRoberts LLC, an advisory firm that helps private and public-sector clients negotiate more effectively, communicate more clearly, and think more objectively.

Program Details

Online Seminars All online seminars are hosted in real-time via. Zoom. Be prepared to participate with your class in discussion with your instructor. If you have not used Zoom or would like to learn more, please visit Getting Started with Zoom.

Scheduling All online seminars will be held across two-consecutive days from either 8:30-12:00 or 1:00-4:00 CST.

Pre-Course Communication Once registration is completed, you will be emailed a confirmation of enrollment. Two weeks before the session, you will receive an email with login details and additional details including any pre-work assignments (such as short readings or videos that instructors may ask you to complete prior to the session).

Course Recording Each online seminar is recorded and you will be given online access to these recordings. By attending the event, you are giving the Bloch School of Management permission to use your image should we create promotional or instructional material from the recorded session.

Cancellation & Transfer Policy Seminar participants (or their organizational representative) should call or email Bloch Executive Education in order to change or cancel registrations. Cancellations made prior to 7 days from the seminar date are eligible for credit towards a future seminar, but are ineligible for refund. Credit for future seminar is valid through the following seminar year. Seminar registrations may be transferred from one individual to another up to 7 days before any elected seminar. Cancellations made within 7 days from the seminar date are non-transferable and non-refundable. Bloch Executive Education reserves the right to make changes to the cancellation policy and transfer policy. The current policies will be posted on our website and will be observed regardless of previous policies or standards. “No-shows” are non-refundable and non-transferable.

Available Discount Programs

UMKC and Bloch Executive Education Alumni, Kansas City Regional Association of REALTORS members, CX Central Exchange members, Saint Luke’s Health System employees, Heartland Black Chamber of Commerce members – you qualify for discounted seminar registration.

If any of the above categories apply to you, please contact umkcexeced@umkc.edu or 816-235-2892 to take advantage of discounted rates.

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