Effective Negotiations for Successful Outcomes

This 2-day session will introduce the core ideas behind a 5-step negotiations model aimed at improving your ability to negotiate by creating solutions that provide value for everyone involved while effectively settling disagreements and strengthening long-term relationships. Discussions and exercises will include insights on how individuals can effectively develop win-win solutions to both business and personal challenges through focused preparation and a deliberate choice of specific strategies and tactics. 

October 25-26, 2018
8:30 a.m. – 4:30 p.m.

Cost: $1,695* and includes all class materials, breakfast, lunch and refreshments.

* A 20 percent discount will be given to companies that enroll two or more employees.
* A 10 percent discount will be given to TCU staff/faculty/alumni, U.S. veterans

Who Should Attend?

This course is designed to improve any business leader’s ability to effectively negotiate while developing win-win solutions in both business and personal challenges.  As such, this course is appropriate for executives, managers and front-line employees who want to enhance their current negotiation skills and learn additional approaches for win-win outcomes.

What You Will Learn

Participants will learn the “principled negotiations” framework for negotiations and takeaway a better understanding for the choices that need to be made in negotiations, including those in response to difficult circumstances, disagreements and organizational dilemmas and challenges.

How You Will Benefit

  • Gain greater confidence in approaching topics requiring skilled negotiations
  • Learn how to recognize and respond to difficult challenges, conflicts and organizational dilemmas
  • Recognize areas of improvement within organizational communication
  • Learn how to effectively settle disagreements while strengthening relationships


  • 5-step Negotiations Model
  • Issues of Power and Threats in Negotiations
  • Common negotiating pitfalls and mistakes
  • Barriers to Communication
  • Guidelines for Systematic Analysis of Conflicts
  • Preparation of Negotiation Strategies

Faculty Leaders

Rita Kosnik
Professor, Management and Negotiations

Rita Kosnik is a Professor of Management and Negotiations at Trinity University in San Antonio, Texas, and a Visiting Professor of Negotiations in the TCU Neeley Executive Education program as well as the the EMBA program of the Neeley School of Business at TCU in Fort Worth, Texas. She holds a Ph.D. in Strategy and Organization Behavior from Northwestern University. In addition to the Neeley School, she has taught negotiations courses in the MBA Program of Northwestern University, in the Executive MBA Program of Notre Dame University, and the Masters of Health Care Administration and the Masters of Accounting programs at Trinity University. She has won several awards for excellence in executive teaching. Dr. Kosnik is a trained mediator in the state of Texas and she is an active corporate trainer and consultant in the area of dispute resolution and negotiations. Recent clients include McDonald’s USA, Williamson-Dickie, Owens & Minor, Apex Capital Corp., Siemens North America, ATC Logistics and Distribution, Fort Worth Independent School District, and the American Association of Blood Banks.

Please contact:

Kalyn McKittrick

Director of Marketing and Engagement