Leaders negotiating in a meeting

Strategic Negotiation & Collaborative Decision-Making

Learn the art and science of building winning negotiation strategies. This program covers the basics of planning, distributive and win-win negotiations, group problem solving, multi-party negotiations, and more. Discover expert tricks of the trade and convert that expertise into a competitive advantage.

Program Details

In Person: Minneapolis, MN

About This Program

Negotiation is the art and science of securing agreements between two or more parties. It is a skill that is central to all occupations and one that is used every single day. Negotiation is a skill that is critical to your success whether you are:

  • Dealing with a highly political and emotionally charged situation
  • Determining the price and terms when acquiring or selling products or services
  • Allocating or requesting project resources for your teams
  • Championing a new initiative for your company
  • Navigating the political minefields of your firm
  • Forming alliances or joint ventures with external partners

This course delivers immediate benefits. It will provide you with knowledge of a wide variety of powerful and practical negotiation skills and an opportunity to practice these skills in several experiential exercises. Participants leave the program with a firm understanding of the theory behind negotiations and the confidence to use different negotiation strategies and tactics.

Please note that "Strategic Negotiation & Collaborative Decision-Making"  was previously called "Effective Negotiations: Maximizing Results and Resolving Conflict".

Learn how you can customize this program for your organization.



  • Middle and upper-level managers
  • Executives in areas such as business development, marketing, mergers and acquisitions, purchasing, consulting, project management, human resources, strategic alliances, finance, e-commerce, manufacturing, engineering, non-profit administration, and general management.

Key Benefits

  • Cultivate sustainable relationships through the negotiation process
  • Harness the psychology of influence tactics to help you formulate a winning negotiation strategy
  • Understand how your conflict management style influences your selection of strategies and tactics in a negotiation
  • Learn the tricks-of-the-trade of expert negotiators
  • Convert your negotiation foes into allies
  • Convert your negotiation expertise into a competitive advantage for your organization

This class is an interesting and entertaining introduction to the world of effective and beneficial negotiation strategies. The perspective of collaborative conflict will help frame my future dealings to provide better results all around.


Negotiation Strategies

Professor Pri Shah introduces how effective negotiation is an essential skill successful executives use every day to sell products or services, influence decisions, implement new programs, or resolve conflicts. The Negotiation Strategies program can give you a distinct competitive advantage in your next negotiation by helping you build winning negotiation strategies and balance the Win/Win and Win/Lose approaches to negotiations. 


Day 1
Program Overview and Introduction to Negotiation
Fundamentals of Relationship-Based Negotiation and Planning and Preparation
Negotiation Exercise and Debrief
Negotiation and Influence Tactics
Supplier Negotiation Preparation
Integrative Negotiations
Day 2
Communication Styles and Needs
Individual Differences in Negotiations
Negotiation Exercise and Debrief
Conflict and Negotiation
Negotiation Exercise and Debrief
Day 3
Cross-Cultural Negotiation
Negotiation Exercise and Debrief
Trust and Negotiation
Group Negotiations and Simulation
Behavior Differences Between Expert and Novice Negotiators
Negotiation Wrap-Up

Additional Details


Pri Shah
Associate Professor, Department of Work and Organizations

Pri Shah, Ph.D., is an Associate Professor in the Department of Work and Organizations at the Carlson School of Management, University of Minnesota. Her primary research areas are Social Networks, Teams, and Decision-Making.

Lori Abrams
Carlson Executive Educators Network

Lori Abrams is a Distinguished Member of the Carlson Executive Educator Network. Lori is also a Strategic and Organizational Communication Consultant with broad-based experience in workforce optimization, organizational development, and change management.

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