Scientific Management Series: The Art of Negotiation **3-Hour Workshop** (OPA)
- Thursday, February 20, 9:30am-12:30pm
- LKSC 101-102
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- Educational Affairs
This lecture will examine critical negotiation theory involving how to move from an adversarial, “fixed pie” orientation to a more collaborative and creative orientation. Jessica Notini, a Stanford Law School instructor, will discuss how to probe beneath surface positions, demands and strategies to discover the underlying needs and motivators of the people involved in a challenging conversation. There will also be opportunity to put this theory to practice in a negotiation role-play.