Negotiating Skills: Beyond Win-Win
Integrative (aka win-win) bargaining has been widely advocated in North America as the best approach to negotiation—but with scant mention of its limitations or of additional ways by which negotiators can improve their effectiveness. This presentation briefly revisits core integrative skills, uncovers underlying assumptions, and provides ideas and tools for going beyond a purely integrative approach, especially in cross-cultural business contexts. Drawing on recent research and extensive teaching experience, Professor Weiss addresses these topics through a combination of lecture, interactive exercises, and discussion.
Steve Weiss is an Associate Professor of Policy and International Business at Schulich School of Business, York University (Toronto). He is also a Visiting Professor at HEC School of Management (Paris)
Thursday, January 28th, 2010
6:30 pm cocktails, 7 pm session start
TD Waterhouse Private Banking Boardroom
TD Centre, 66 Wellington St., 2nd floor
(access through private elevator at western side of lobby)
A specialist in cross-cultural and international negotiation, Steve Weiss has devoted 25 years to writing, teaching, and consulting in this field. He is the author of several seminal articles, including the widely recognized “Negotiating with Romans.” A proponent of integrative, large-scale practice exercises, he has conducted over 120 month-long “mega-simulations” with MBA students,received teaching awards for this work, and coached business professors throughout the US in public workshops on delivering international negotiation courses.
Over the years, Professor Weiss has delivered open-enrollment and customized programs on negotiation in the Americas, Asia, Europe, and Africa. His business clients have included AT&T (US), American Express Canada, Celestica (Italy), Citigroup (India), and Dassault Aviation (France). He has also worked with not-for- profit and government organizations such as Beijing municipal officials, the European Patent Office, and the Southern African Development Community.
Examples of recent articles:
- “Mega-simulations in Negotiation Teaching: Extraordinary Investments with Extraordinary Benefits,” Negotiation Journal, 2008, 24(3):325-353.
- “International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field,” International Negotiation, 2006, 11(2):287-316.
Please register in advance as this is a limited capacity event
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