Negotiation Skills Workshop Series

Influence, Bottom Lines, and a Plan:
Three Deep Dive Workshops on Negotiation Skills

Target Audience: Past participants of Negotiation Skills training; by invitation

Facilitator: Jessica Notini, Stanford Law School

About the Presenter: Jessica Notini, JD, has developed and led hundreds of negotiation trainings and courses at Stanford and with groups, including physicians, scientists, lawyers, and business professionals, on leadership and influence, communication, mediation, and conflict resolution. She is a lecturer at the Stanford Law School and a mediator, trainer, negotiation coach and facilitator. She is an expert in alternative dispute resolution and is the past Chair of the California State Bar Alternative Dispute Resolution Committee and past President of the Association for Dispute Resolution of Northern California. She has a JD magna cum laude from University of Michigan and received the California Dispute Resolution Council’s 2012 Don Weckstein Award for her dedication and leadership to the field.

Session #1: Do You Have Influence?

Friday, November 3, 2023 12:00 pm - 1:00 pm

Why are some people influential and others aren’t? How come you may be more senior or even the boss, but others seem to get more of what they want? This session delves into the psychology of influence and why, and how, it works. Topics include how to identify and use your leverage; and how to prepare with a Give-Get-Guard plan.

Session #2: Targets and Bottom Lines

Friday, November 10, 2023 12:00 pm - 1:00 pm

How can you handle the competitive aspect of a negotiation? How can you claim your fair share when it seems that giving-in is the only way to preserve the relationship? How do you recognize and appropriately use your conflict response style(s)? Do you know your BATNA and ZOPA? The session will help you learn how to recognize and use various sources of information. You will practice strategies that move you away from a “win-lose” to a “win-win” experience through case discussion and role play.

Session #3: Difficult Conversations?

Friday, November 17, 2023 12:00 pm - 1:00 pm

We know that a successful negotiation doesn’t have to be a win-lose situation. But does your plan end up a stressful preparation for a possible struggle? Do emotions get in the way? In this session, you will learn how to carry out the conversation like a pro, and when and how to shift your approach. The session will help you know what to do if it isn’t going well.