The Strategic Negotiator

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Video Replay - Pittsburgh
PBI Professional Development Center
Heinz 57 Center, 339 Sixth Avenue, 7th Fl., Pittsburgh PA, 15222
STARTWed., Nov. 14, 2018
9:00 AM
ENDWed., Nov. 14, 2018
3:30 PM
CLE 6 sub/0 eth PRICE Regular: $299.00
New Attorney: $150.00


Taught by Nina Meierding, one of the top-rated negotiation speaker in the country

Negotiation expert Nina Meierding returns by popular demand to teach the secrets of strategic negotiation. The strategic negotiator has the flexibility to shift between competitive and cooperative approaches depending on the circumstances of the case. Nina will focus on practical strategies to create durable settlements, including understanding the value of timing and customized moves in competitive negotiations, the importance of the opening offer (and how it is made) and specific techniques to avoid impasse (and move through it when it happens).

Nina Meierding will teach you:

  • How to maximize your negotiation skills
  • How to develop vital listening and tactical questioning skills
  • How to use competitive and collaborative negotiation techniques to your advantage
  • How to recognize and respond to common negotiation tactics
  • How to break deadlocks and revive stalled negotiations
  • How to create durable agreements

Program schedule

9:00 - 10:30

Understanding the Negotiation Process

  • Why intuitive skills are not enough
  • Competitive and collaborative negotiation styles
  • Axelrod’s theory of avoiding exploitation
  • The process of competitive negotiation and the predictability of the “distributive dance”

10:30 - 10:45


10:45 - 12:15

The Predictability of Competitive Bargaining: Understanding the Moves in the Negotiation Dance

  • The “distributive dance” in practice
  • The art and science of the opening off er
  • Recognizing and responding to negotiation tactics

12:15 - 12:45


12:45 - 2:15

Integrative Bargaining – Exploring the Creativity in Negotiation

  • The four steps of integrative bargaining
  • Developing eff ective listening and questioning skills
  • Determining issues v. interests
  • Creating value in negotiation

2:15 - 2:30


2:30 - 4:00

Breaking Deadlocks and Creating Durable Agreements

  • Resolving impasse, breaking deadlocks and reviving stalled negotiations
  • Learning about the causes of resistance to settlement and customized techniques to overcome the different sources of impasse
  • Knowing the elements of durable agreements and how to create them


No speakers have been associated with this event.
Faculty may vary by location.
PBI reserves the right to substitute speakers at all programs.