Facilitated by Terry Boles & Ginny Wilson-Peters
Using a combination of lectures, practice negotiations, readings, and one-on-one coaching sessions, this program will change the way you view negotiating! Negotiation Skills is ideal for individuals who work with internal and external customers in contracts, negotiations, and sales. Including project managers, new managers, customer relations & support, human resources, accounting, finance, and purchasing professionals. The program includes three group sessions and two one-on-one coaching sessions.
Download the Negotiation Skills Brochure for more details!
Session 1 – Intro & Overview of Negotiation Theory & Concepts: Learn to recognize negotiation situations and identify your strengths and weakness in conflict handling styles. We will role-play negotiations and debrief as a group. During this sessions we will also discuss specific challenges participants have faced with negotiations in the past.
Session 2 – Applying Theory to Practice: During lunch we’ll watch a video on influence before discussing power, rights, and interest-based approaches to negotiation. We’ll cover understanding your interests and the interests of others, evaluating leverage and knowing when to use it, and reinforce concepts with role-plays. This session will build on specific examples from Session 1.
Session 3 – Building & Maintaining Relationships; Cultural and Global Influences: Topics covered will include negotiation based on the planning and preparation from Session 2, building trust, ethics in negotiations, contingency agreements, and the effects of other cultures on negotiations when working in a global environment.
Terry Boles,
Associate Professor of the University of 
Iowa is an expert in negotiation process and strategy. She has a PhD in Psychology and nearly 20 years of experience teaching negotiations at the graduate level in the University of Iowa EMBA Program. Terry will facilitate the group sessions and lend her expertise to the group throughout the program.
“I really enjoyed negotiating the variety of cases. It was an excellent experience I otherwise never would have participated in.”
- Previous EMBA Student
“Extremely useful concepts in everyday life and professional life!”
- Previous EMBA Student
Ginny Wilson-Peters,
President & Owner of Integrity Integrated, shares her passion and leadership expertise with others through coaching, teaching and consulting with business leaders throughout the world. She grew up believing in the power of a dream enhanced by hard work and today, her professional motivation derives from a call to nurture and inspire others to reach for the stars.
Ginny has taught courses on organizational management and leadership development for the University of Iowa MBA-PM Program for more than 10 years. She also has experience coaching leaders at all levels, from emerging leaders to CEOs. The two confidential one-on-one coaching sessions will help keep participants on track and challenge them to continue developing their negotiation skills.
“Ginny has worked in our organization to coach, mentor, train and facilitate a variety of development activities with our people – all with positive results. She has the unique ability to connect with people on various levels and help them identify their strengths, weaknesses, and opportunities to enhance themselves both personally and professionally.”
