Negotiation & Conflict Management

Negotiation is a critical leadership skill, but many leaders rely on instinct rather than a structured approach. As organizations become more complex, the ability to navigate competing interests, manage conflict constructively, and reach durable agreements becomes essential.

This course focuses on the principles and practices that lead to successful negotiation outcomes. Participants will explore the structural elements of negotiation as well as the psychological dynamics that influence decision-making, communication, and trust. Through practical application, the program helps leaders improve how they prepare for, conduct, and close negotiations.

What You Will Learn

• Foundations of negotiation theory and the psychology of negotiation
• How to identify interests, positions, and sources of value
• Techniques for effective persuasion and consensus-building
• Strategies for managing conflict and resolving barriers to agreement
• Tools for facilitating clear communication and shared understanding

Key Benefits
Participants will:

• Apply negotiation frameworks to real-world situations
• Improve their ability to reach effective and sustainable agreements
• Strengthen their ability to manage conflict and competing priorities effectively
• Communicate more clearly and build alignment across stakeholders
• Build stronger internal and external relationships through more effective negotiation
• You will leave with a practical set of tools and strategies to approach negotiations with greater confidence, manage conflict effectively, and reach stronger, more sustainable outcomes.

Who Should Attend

• Leaders responsible for negotiating outcomes across teams, functions, or external partners
• Managers navigating competing priorities, stakeholder interests, or resource decisions
• Professionals involved in conflict resolution, deal-making, or cross-functional collaboration
• Individuals seeking to improve how they manage conflict and reach effective agreements

Instructor
Hillary Anger Elfenbein

John K. Wallace, Jr. and Ellen A. Wallace Distinguished Professor and Professor of Organizational Behavior

WashU Olin Business School

Location & Modality
In-Person, Charles F. Knight Center on WashU's Danforth Campus

Register