Negotiation and Leadership Conference    panels 

 

Strategy in Negotiations

How do strategy and ethics affect negotiation outcomes? Are ethics an obstacle to strategic success in negotiations? Can being ethical provide strategic benefits in negotiation? Join us as we explore these issues to discover how ethics might best be incorporated into negotiation strategy. We will include a look at strategic misrepresentation and possible counter-measures; the application of game theory to negotiation analysis; the prospects of "winning" while still playing fair; and how to be a smart negotiator without sacrificing principles, whether in law, government, business or everyday life. 

                             
  Larry Susskind                   Eric Green                 Robert Neugeboren          John Richardson

 

Ethics in Negotiations

This years theme is inspired by recent events including the Blagojevich impeachment, President Obama's ethics policies, Wallstreet's misuse of bailout funds, etc, which all have contributed to the issue of ethics becoming a focus of national attention. These questions also have an impact on the field of negotiations. Too many of our leaders being produced today have little appreciation or understanding of ethics, and this is no less true regarding ethics in negotiations. The objective of this panel discussion is to explore how ethics is important in the application of negotiation theory; to define the lines of the ethical requirements in negotiation; to delineate the rationale for why being ethical makes one a better negotiator; to dispel myths about how ethics & integrity makes you weak or keeps you from winning in negotiations. We will look at Truth & Honesty In Negotiations; Lie Detection, Deception & Counter-Measures; Incomplete or Misleading Statements & Omissions; Trust Development & Reputation; and Special Ethical Situations In Business, Law & Government.

                             
   Ben Heineman                Charles Craver                    Bruce Hay                     Moshe Cohen

 

Difficult Conversations, Difficult Situations & Difficult Negotiations

Strategy & Ethics are most vigorously tested in the context of Difficult Negotiations. These mini-workshop breakout sessions will explore in a practical and interactive way how to apply some of the concepts and tools learned in the previous strategy and ethics discussions. Difficult Conversations, Dealing With Difficult People & Situations, Dealing With Hard Bargainers, How To Negotiate When You Have To, How To Negotiate When You Have No Leverage, are just some of the topics that will be addressed.

                                                 
     Chris Voss                                      Stacy Heen                                  Stephen Frenkel