Negotiation isn’t just about reaching agreements—it’s also about building relationships, managing conflict, advancing your ideas and projects, and creating value for all parties involved. Join us for a one-day negotiation training workshop that equips professionals with the strategies and skills needed to excel in both daily and high-stakes negotiations.
This negotiation course combines evidence-based negotiation principles with interactive exercises to help participants navigate complex scenarios with confidence. You’ll learn through hands-on activities how to frame a proposal persuasively and propose creative solutions to maximize outcomes. Emphasis will be placed on understanding diverse perspectives and managing both collaborative and competitive elements in negotiation.
Course date: June 10
Delivery: In person; Chicago, IL (Rosemont)
Price: $725 with discounts available for IU alumni, staff, and groups of three or more participants.
Interactive, experiential approach: The Influential Negotiator short course emphasizes active participation and real-world application. Through interactive role plays, peer feedback, and a hands-on negotiation exercise, participants will leave with a deeper understanding of negotiation dynamics and concrete tools they can implement to achieve their goals.
This workshop is ideal for professionals in a variety of industries who want to enhance their negotiation expertise, including:
The foundations of conflict and negotiation: Learn when negotiation is the preferred conflict management strategy.
Negotiation fundamentals: Understand and use core components of negotiation such as goals, options, opening offers, and bargaining strategies.
Interactive activities:
Win-win negotiation practices: Delve into the principles of integrative negotiation, focusing on creating value.
Practical application: One-on-one negotiation exercise designed to challenge participants to use both integrative and distributive strategies.
Leveraging AI tools: Use AI to brainstorm interests and options to maximize creativity while negotiating.
In addition to earning an influential negotiator certificate of completion, you will earn a digital badge to showcase your skills on platforms like LinkedIn. These credentials show your network the concrete and in-demand skills you earned from taking this Kelley program.
Carolyn Goerner, PhD, is a clinical professor in the Department of Management and Entrepreneurship in the Kelley School of Business at Indiana University Bloomington. She also serves as the faculty director of Kelley Executive Education Programs and is the John D. Long Distinguished Fellow for KEEP Leadership. She joined the Kelley faculty in 2000 after receiving her PhD in Management and Human Resources at The Ohio State University. Carolyn was a human resource management consultant for 10 years prior to graduate school.
Carolyn designed the new Leading Diverse and Inclusive Organizations co-major within the Kelley School of Business Undergraduate Program. She created the Strategic Human Resources course within the co-major focused on organizational-level practices that enhance Diversity, Equity, Inclusion, and Belonging (DEIB). In addition to Influence and Negotiation courses, Carolyn teaches Inclusive Leadership and Leadership, Teams, and Inclusion in the Kelley Direct MBA Program. Carolyn co-founded the Kelley Women’s Initiative and serves on the Kelley School of Business DEIB Task Force.
Please email us at kelleypd@iu.edu with any questions you have, and a member of our team will be happy to assist you.