Thursday PFI #4 When Collaborative Practice Collides with the Hardball Negotiator

The heart of Collaborative Practice includes transparency, integrity, and principled
cooperation to address concerns. While usually successful, on occasion the process
disintegrates, negotiations become positional, and people resort to “win-lose” and
hardball negotiation tactics. What do you do when you find you're negotiating with someone who is seeking
advantage for only themselves or their client? This interactive and experiential workshop is about keeping
negotiations on track, so clients can get better and more satisfying outcomes. 
We'll explore four key areas: 
-what the research shows about different negotiation styles
-the goals and impact of hardball and positional negotiation tactics
-tools to identify and intervene with common hardball tactics
-a framework to make choices to be more effective in negotiation
This workshop will help all members of the professional team
respond more effectively in difficult negotiations