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Essential Negotiation Perspectives: Explore, Expand, Divide, Agree

June 17 @ 9:00 am - 4:00 pm


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

Available Discounts

Are you a UMKC Alum or KCRAR member? You qualify for a discount! Contact us at or 816-235-6259 to take advantage of discounted rates.

Pre-Course Communication

Two weeks before the session, you will receive an email with details including any pre-work assignments (such as short readings or videos that instructors may ask you to complete prior to the session).


Light breakfast and coffee will be available at the beginning of the event and lunch will be provided.

Photo & Video Policy

By attending the event, you are giving the Bloch School of Management permission to use any photos, videos, or images captured on site for future promotional purposes.

Cancellation & Transfer Policy

Seminar participants (or their organizational representative) should call or email Bloch Executive 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 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.


June 17
9:00 am - 4:00 pm
Event Category:


Bloch Executive Hall
5108 Cherry Street
Kansas City, MO 64110 United States
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