Negotiation – the process through which two or more people “give and take” in a relationship – is an unavoidable part of organizational life, and thus negotiation skills are an essential part of any leader’s toolkit, regardless of function or industry.
Yet, the concept of “negotiating” strikes fear in the hearts of many. Leaders need to manage – and thus negotiate with – many stakeholders, from customers and vendors to peers and supervisors. In this webinar, professor Alison Fragale will discuss what the best (and worst) negotiators do, and the top strategies that enable leaders to solve everyday challenges, both big and small, through negotiation.
About the Presenter
Alison Fragale studies the determinants and consequences of power, status and influence in organizations, conflict resolution and negotiation, and verbal and nonverbal communication.
An award-winning teacher, Dr. Fragale teaches courses on effective leadership and negotiation skills to undergraduates, graduate students and executives. Currently she is teaching the required leadership course in the MBA Program.
She has taught or consulted on leadership and negotiation for executives in numerous organizations, including ExxonMobil, Bayer CropScience, Eastman, the National Multi-Housing Council, AvalonBay, Post Properties, the U.S. Air Force and U.S. Navy.
Her research has appeared in the Academy of Management Review, Journal of Applied Psychology, Journal of Personality and Social Psychology, Organizational Behavior and Human Decision Processes and Personality and Social Psychology Bulletin.