United States Air Force Enterprise Leadership Seminar
Instructor:
Professor Alison Fragale
Topics:
Negotiation and Collaboration; 0830 - 1230
Objectives: • To identify the characteristics of effective collaborators and negotiators; • To practice new skills and tactics for achieving win-win agreements;
Pre-readings:
1. Harborco General Information 2. Sebenius, J. (2001). Six habits of merely effective negotiators . Harvard Business Review.
Exercises (in class) :
1. Carolina Blue Tree 2. Harborco negotiation role (to be distributed the day before the session).
Suggestions for Preparation: Negotiation 1. Read your Harborco role and come to session prepared to negotiate.
2. Skim the above article by Sebenius. You won’t be lost if you don’t read it, but it’s a good (and short) article to get you thinking about your own negotiation and collaboration behaviors. 3. Recall some recent negotiation experiences. Why were you successful or unsuccessful in getting what you wanted in these negotiations? What are your strengths & weaknesses as a negotiator?
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