Dave Wedaman
Organizational Development Consultant
Next Level Negotiation: A NERCOMP LEAP Accelerated Leadership Program Lesson
Wednesday, March 27, 2024 | 1:00PM–1:45PM ET | Room 551 AB
Session Type:
Breakout Session
Delivery Format:
Presentation or Panel Session
Negotiation is a key element in all human relations, but takes on a particularly important role in leadership, where every aspect of your job involves doing it well. Most leaders eventually learn to be comfortable with what you might call “Level 1,” or “positional” negotiation, which involves a kind of metaphorical tug-of-war between asserted positions. This session is about a different kind of negotiation, one step beyond positional. “Level 2” negotiation, also known as “interests-based negotiation,” was first popularized by the Harvard Negotiation Project. It involves putting aside firm positions and instead eliciting shared interests in order to invent unexpected, new ways to work together that are mutually beneficial. Successful leaders need both kinds of negotiations in their pockets. Participants will be given a brief introduction to interests-based negotiation and be invited to participate as a negotiating party in an informal role-play exercise drawn from the curriculum of the NERCOMP LEAP accelerated leadership development program.
