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AUTM Annual Meeting

AUTM Managing Influences in Negotiations Course

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Course Agenda
Tuesday, February 12
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Tuesday, February 12

1:00 p.m. – 1:10 p.m. Welcome and Introduction to Negotiations 
1:10 p.m. – 1:30 p.m. Power of Perception 
1:30 p.m. – 2:00 p.m. You as a Negotiator
2:00 p.m. – 2:15 p.m. Organizational Influences on Negotiations
2:15 p.m. – 2:30 p.m. Initial Interactions with Counterparts
2:30 p.m. – 3:00 p.m. Power vs. Interests
3:00 p.m. – 3:30 p.m. Networking Break
3:30 p.m. – 3:45 p.m. Effects of Power and Emotions on Negotiations
3:45 p.m. – 4:00 p.m. Negotiation Modalities 
4:00 p.m. – 4:30 p.m. Dealing with Difficult People
4:30 p.m. – 5:00 p.m. Course Wrap-up