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Navigating Negotiations in Academic Medicine and Science

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Negotiation skills are frequently required by leaders to advance organizational goals, influence outcomes, secure resources and solve disputes. Drawing upon real examples and expertise from academic medicine, this hands-on workshop will teach you the skills you need to reach agreements that satisfy both parties’ needs. You’ll learn how to develop a shared understanding of the issues, clarify each parties’ interests, generate viable options, and find alternatives when an initial agreement cannot be reached. You’ll also practice how to manage emotions and respond appropriately to hardball tactics. This workshop provides a unique opportunity to come together with your fellow leaders in academic medicine to learn, discuss and apply new tools and strategies to the common negotiation situations that you encounter in your environment.

Who Should Attend?

All formal and informal leaders (from emerging leaders to associate deans and department chairs). Faculty and staff included. The workshop experience is enhanced by a mixed audience with different perspectives in the room.

Upcoming Workshops

January 31 - February 1, 2018
AAMC Learning Center
Washington, D.C.
Click here for more information and to register.

Learning Objectives

At the completion of the workshop, you will be able to:

  • Understand the fundamental concepts of integrative and distributive negotiation
  • Apply that understanding to effectively assess, plan, and conduct two-party and multi-party negotiations
  • Recognize gender and cultural influences in negotiation
  • Apply an array of strategies and techniques to increase their effectiveness when negotiating in a cross-cultural or cross-gender context
  • Demonstrate an enhanced set of skills when engaging in negotiations

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GSA Professional Development Initiative (PDI)


The AAMC GSA Professional Development Initiative promotes growth and leadership development across the GSA community. Engage and empower yourself to realize your potential and achieve a fulfilling career in student affairs.