Fundamentals of Successful Negotiations

In business, negotiation skills are crucial in both casual and formal settings. Quality negotiations can help build and maintain better relationships, provide lasting solutions to problems, and help avoid future conflicts. It’s imperative to not only know how to negotiate well, but to do it in a way that builds trust and partnerships along the way.

During this session participants will earn how:

• To recognize the foundational elements (e.g., terminology, principles) underlying the art and science of negotiations
• To understand the game theory approach to the negotiator’s dilemma (i.e., whether to compete or cooperate) and its strategic implications
• To learn several key applied tactics for negotiation preparation, opening, and concession-making
• To understand how to create value by enabling win-win outcomes

Speaker

Charlie Trevor, Ruth L. Nelson Chair in Business, Management & Human Resources Department

Charlie Trevor is a professor and the Ruth L. Nelson Chair in Business in the Department of Management and Human Resources at the Wisconsin School of Business. He is also the academic director of the Strategic Human Resource Management Center. His research focuses on employee turnover, particularly of the employees that companies can least afford to lose, layoff effects on human capital, and the determinants and consequences of employee compensation.

Charlie’s work has been published in the Academy of Management Journal, Journal of Applied Psychology, Personnel Psychology, Journal of Management, Research in Personnel and Human Resources Management, Competitiveness Review, and World at Work Journal.

Charlie teaches courses on negotiations, employee compensation, research methods, and HR systems. He received his PhD in industrial and labor relations from Cornell University.