Negotiations Course

Tuesday, February 22
2 – 5:30 p.m.
Jackson Ballroom, Third Floor

Licensing professionals are subject to many internal and external pressures influencing their ability to negotiate effectively. This course examines sources of these influences and addresses ways to minimize their effect or to use them to one’s advantage in the course of negotiations. This course begins with attendees introspectively exploring their own negotiation style and identifying their personal strengths and weaknesses. Organization spheres of influence are examined to understand the goals and expectations of various stakeholders (senior leadership, supervisors, colleagues, inventors and the local business community), with an eye towards balancing orthogonal stakeholder interests in the course of a negotiation. The course concludes with understanding the impact of stress and emotion on negotiations.  This course is intended to empower those that negotiate regularly, regardless of experience level.

The Managing Influences in Negotiations Course is part of AUTM’s highly acclaimed 4-part series of presentations designed to enhance your negotiation skills, build your confidence in preparing for negotiations and executing winning negotiation strategies. This course is intended to empower those that negotiate regularly, regardless of experience level. Prior participation in other courses presented in AUTM’s Negotiation Workshop Series is not required.

Tuesday, February 22

1:30 – 2 p.m.	Refreshments and Networking
2 p.m.	Course Begins​
2:05 – 2:25 p.m.	Welcome and Introductions
2:25 – 3:25 p.m.	Organizational Spheres of Influence
3:25 – 3:45 p.m.	Break
3:45 – 5 p.m.	Negotiation Self-Assessment Negotiation Tendencies and Styles
5 – 5:30 p.m.	External Sources of Influence
5:30 p.m.	Course Concludes / Wrap-up