Negotiation: The Leader’s Most Ignored and Most Critical Skill
Judge Parrish will present a five-step negotiation framework used by business leaders and diplomats across the world in processing conflict and, when possible, reaching agreement. He will examine psychological and cultural trends such as the “backlash effect” and the “Sandberg Effect” in understanding forms of gender inequity in the negotiation process. He will dispel conventional notions of leadership and authority, and will offer alternative views on the relationship between leadership and negotiation. His presentation will include video snippets and references to helpful studies and supplemental readings, and will guide the participants through a self-diagnosis exercise revealing one’s own negotiation style, as well as a short case study allowing participants to put their strengths into action. Participants will also receive a “Things to Say” handout that will help jump-start the negotiation process when matters get difficult.