Coaching in the Art of Strategic Negotiation

This seminar is designed to build understanding of mutual interest based negotiations or solution finding. The content encourages:

• developing understanding of the parties' interests
• developing alternatives that enhance the possibility of reaching agreement
• packaging of the possibilities, and
• introduces the notion of the "zone of possible agreement."

Sometimes, no matter how hard one tries, an agreement is not achieved. In this case, participants will learn to develop and consider using a BATNA or the "best alternative to a negotiated agreement."

Participants will evaluate their personal conflict resolution styles. Case studies will reinforce the use of effective styles in negotiating and problem-solving. Case practice will include a competitive job offer, committee service, salary increase and assuring research resources. These cases help define patterns of negotiations when choice and stress are factors. Development of supporting data, options and packaging solutions are examined relative to these cases.

Participants are introduced to a negotiations planning work sheet used in preparation for negotiations. Attendees practice their own cases and receive coaching feedback. Several methods of responding to difficult tactics are demonstrated and discussed.

About the trainers

Ernestine T. Taylor

Ernestine T. Taylor has worked more than 20 years at the executive level in human resources and organizational development with fortune 500 companies such as Ortho-McNeil Pharmaceutical (Johnson & Johnson), Avon Products Company, Inc. Continental Can and Ford Foundation. She has taught management and business communications courses at Elon University, Bennett College for Women and several community colleges in New Jersey, New York and Connecticut.

She is adjunct faculty and certified coach at the Center for Creative Leadership, ranked as one of the top ten leadership development institutions in the country. For the past two and a half years, she has done negotiations workshops with universities as a faculty member of COACH (Committee on the Advancement of Women Chemists).

In 2002, Taylor established ETConsulting with a focus on executive coaching, leadership development and team building As an independent consultant, she is a facilitator and executive coach for healthcare organizations, aerospace, energy, telecommunications, educational institutions and governmental agencies.

Ernestine holds a M.A. (With Distinction) in Industrial Psychology from Columbia University (New York); an Advanced Management Certificate from Northwestern University (Kellogg School of Business) and B.S. in Business Administration from Texas Southern University. She was featured in Ebony Magazine (1990), as one of Best and Brightest Black Women in Corporate America.

Jane Tucker

Jane Tucker has over twenty-five years of experience in higher education in both the administration and teaching at Duke University. She taught negotiations in the Fuqua School of Business at Duke and is currently principal of Jane Tucker Associates. For the past ten years, she has taught seminars for COACh, the Women in Engineering Leadership Institute, the American Physical Society, and other science and engineering groups. She has also taught both negotiations and leadership in ADVANCE programs at universities in the U.S. and abroad.

Dr. Tucker has extensive experience teaching leadership programs with the Center for Creative Leadership and Duke Corporate Education. She currently works with institutions in leadership development of both chairs and faculty. She is an executive coach and has coached leaders in both universities and industry.

Dr. Tucker is a graduate of Wellesley College and has a Ph.D. in Organizational Development from the University of North Carolina at Chapel Hill. Her research interests are the goal-setting theory of motivation and the characteristics of early adopters in change processes. She has worked internationally in Europe and Africa and has published in the Proceedings of the Academy of Management, the Journal of Bio-communication and the International Journal of Health Education.

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