Managing Influences in Negotiations 

Tuesday, March 4
2 – 5:30 p.m. 

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 use them to one’s advantage during negotiations. This course begins with attendees introspectively exploring their negotiation style and identifying their strengths and weaknesses. Organizational spheres of influence are examined to understand the goals and expectations of various stakeholders (senior leadership, supervisors, colleagues, inventors, and the local business community), to balance orthogonal stakeholder interests during a negotiation. The course concludes with an understanding of the impact of stress and emotion on negotiations, and how to manage difficult people and difficult situations.  This course is intended to empower those that negotiate regularly, regardless of experience level.  

Instructors

The Negotiation Strategies and Tactics 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.