Strategic Negotiation Skills
Bryan Johnston and Donna Silverberg

Lawyers, managers, and other professionals can learn the latest negotiation theories and techniques in this interactive, practical, and entertaining course. Negotiation and Settlement Skills evolved from extensive work with more than 40,000 lawyers and managers in forty states. Building on the empirical data from the fields of business, communication, and psychology, the course utilizes sophisticated simulations and case studies to create a conceptual roadmap for negotiation strategy.

What you will learn:
Four stages of negotiation
Characteristics of distributive and integrative bargaining
Three styles of negotiations Recognition and management of mixed-motive exchange
Techniques of competitive and collaborative negotiation Interplay between style and strategy
The strength of alternatives in negotiation
Negotiation tactics and how to counter them
Sources and uses of power
Avoiding conflict aftermath
The dynamics of multi-party, multi-issue bargaining
Evaluation of negotiation success

Bryan Johnston is a mediator and consultant from Salem, Oregon. His clients are leading corporations as well as public agencies and not-for-profits. Over the years, he has served Willamette University in Salem, Oregon as interim president, dean of the Atkinson Graduate School, associate dean of the College of Law, and Director of the Center for Dispute Resolution. A two-term member of the Oregon House of Representatives, Johnston has served on Oregon's Dispute Resolution Advisory Committee, and authored legislation advancing mediation in Oregon. He is the co-author of the book, Ending It: Dispute Resolution in America.

Donna Silverberg is the owner and principal mediator of DS Consulting in Portland, Oregon, focusing primarily on the areas of public policy and natural resources. A practicing mediator since 1988, she serves as the president of the Oregon Mediation Association, as well as having served as special assistant on dispute resolution to the Oregon governor's Natural Resources Office. Silverberg helped design and implement Oregon's Public Policy Dispute Resolution Program, and was the interim director of the state's Dispute Resolution Commission.