12:00 PM - 1:30 PM
Managing the Negotiator's Dilemma: Creating and Claiming Value
Li Ka Shing, 1st floor, room 102
Jessica Notini, JD
Law Lecturer, Stanford
Almost every negotiation is a mix between “expanding the pie” and “cutting the pie, or creating value and claiming value. The masterful negotiator is aware of the tension created by these two tasks and shifts focus and style to handle each appropriately, particularly where both transaction and relationship matter.
In this interactive session, we will start by exploring this tension and identifying core skills for creating value such as discovering the interests that underlie surface positions or strategies. We will then discuss the psychological drivers and best practices for participating in the distributive, value claiming portions of a negotiation.
Jessica Notini is a full-time mediator, trainer, negotiation coach and facilitator practicing in California and internationally. Ms. Notini is a leader in the field of alternative dispute resolution in California. She was recognized for her leadership and years of dedication with the California Dispute Resolution Council’s 2012 Don Weckstein Award. In her mediation practice, Ms. Notini focuses primarily on the areas of probate & estate, employment discrimination and business disputes. As a trainer, she has developed and led many workshops for both private entities and public institutions in the areas of leadership & influencing, teambuilding, communication skills, negotiation, mediation, and conflict resolution. She is past Chair of the California State Bar Alternative Dispute Resolution Committee, past President of the Northern California Mediation Association, and a Senior Consultant with Accordence, Integrated Management Associates and Lax & Sebenius Negotiation groups.
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