Negotiation – the process through which two or more people “give and take” in a relationship – is an unavoidable part of organizational life, and thus an essential part of a leader’s toolkit. Negotiations occur when responsibilities are assigned, people are managed, or deals are struck. Yet, individuals often fail to recognize that most, if not all, of their day-to-day interactions are negotiations, subject to the same principles and strategies that are used to write a contract or buy a car. As a result, turf wars, silo mentalities, and us vs. them conflicts are commonplace, and these interpersonal struggles are one reason that individuals disengage from their work. Strong negotiators build strong relationships, and strong relationships create winning cultures. Alison discusses the science of what the best (and worst) negotiators do, and how leaders can help their teams solve everyday challenges, both big and small, through negotiation.

Facilitator

Alison Fragale

Alison Fragale is a research psychologist. She is a tenured professor at the University of North Carolina, joining the business school faculty in 2004. She is also the founder of Echelon Executive Leadership, which provides negotiation and leadership development programs to organizations and their leaders.

Psychology teaches us that human beings are both similar and predicable. Alison’s passion is helping leaders and organizations enhance well-being, efficiency, and effectiveness by understanding and applying psychological research. For 15 years, she has delivered keynote addresses and workshops, both for private sector organizations and all branches of the U.S. military.

Alison received her B.A. in Mathematics and Economics from Dartmouth College. She also holds a Ph.D. in Organizational Behavior from Stanford University’s Graduate School of Business. Prior to pursuing her Ph.D., Alison worked as a management consultant for McKinsey & Company, Inc.

Dinner will be provided.