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GPLD143 - Professional Negotiation and Persuasion Skills

Great leaders negotiate based on principles. Rather than understanding negotiations as an opportunity to defeat an adversary, they work as a team together with their counterparts, to increase the value of the outcome for every stakeholder. They persuade, but within a framework of truthfulness, respect, and social responsibility, because their goal is not a short-term personal victory, but a long-term fruitful relationship that benefits everyone.
In this workshop, we will emphasize the importance of continuously improving our negotiation skills, regardless of our area of expertise. Also, we will introduce the principled negotiations model, increase our ability to identify opportunities for negotiation, and become more persuasive negotiators. Finally, the workshop will offer an opportunity to apply these concepts in practical simulations.

Learning Objectives

At the end of this workshop, participants will be able to:
1. Describe the negotiation process and identify negotiation opportunities.
2. Apply the principled negotiation model in practical simulations.
3. Apply the techniques of ethical persuasion during the negotiation process.

Leaders Information

This workshop is led by Adriana Cabrera Cleves.

Adriana is a museologist, researcher, and consultant in human rights, social justice, and museology. In her 20 years of international experience, she successfully originated and led teams, programs, and new departments at prestigious museological and educational institutions. Currently, Adriana is pursuing a Ph.D. in Social and Cultural Analysis, Department of Sociology and Anthropology, Concordia. She also directs ElevateMuse which is a research and consulting lab initiative she founded to contribute to the development of the museology of social justice and human rights and to help transform museums into communities of practice.

This workshop is not scheduled at this time.

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