Health & Human Services, Enrichment, and Business and Management Enrichment Health and Human Services Business & Management

Negotiation Skills and Strategies

We constantly negotiate with others in both professional and personal arenas. This course is designed for leaders and managers who negotiate for themselves and their organizations, as well as those who supervise employees and staff members who engage in negotiation. It is intended to provide a framework for analyzing the negotiation process more effectively and to provide tips for reaching agreement. The course will cover:

  • preparing to negotiate
  • deciding whether to make the first offer
  • establishing a "bargaining zone"
  • identifying different styles of negotiation
  • understanding the role of emotion in negotiation
  • avoiding barriers to agreement
  • responding to aggressive negotiators strategically
  • recognizing the impact of cultural differences on negotiation

This program is highly interactive and will include exercises and role plays along with a Powerpoint presentation. Participants will practice negotiating skills and receive feedback.

Diane Kenty Esq., is director of the court ADR program for the Maine trial courts, where she administers and serves on all statewide ADR rosters. She has mediated hundreds of cases over the last 15 years in a wide range of disputes, including commercial, family and divorce, small claims and community conflicts. Diane speaks and writes about mediation frequently and teaches the ADR survey course as adjunct faculty at Maine Law School. Formerly an attorney in private practice in Boston, she has volunteered as a consultant on mediation to the courts of Jordan and Odessa, Ukraine.


Tuesday, November 18, 8:30 a.m.-4:30 p.m.

$195 (7 contact hours/ 0.7 CEUs)
Abromson Center, 88 Bedford Street, USM Portland campus

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