Negotiation — the process through which two or more people “give and take” in a relationship — is an unavoidable part of work and life. It’s not only important in deals and contracts, but also in every situation where multiple parties must cooperate to achieve goals. Being able to negotiate is integral to building strong interpersonal relationships, and it’s an essential part of any professional’s toolkit. Although everyone feels frustrated or intimidated in negotiations from time to time, research indicates that negotiating can be especially challenging for women.
Alison Fragale is a professor of organizational behavior at the University of North Carolina at Chapel Hill’s Kenan-Flagler Business School. In this webinar, she will draw on the science of psychology as she presents negotiation research from multiple domains, including real estate, professional athletics, law, and corporate boardrooms. Combining this science with stories from current events and politics, and interjecting some humor from the fictional negotiators of TV sitcoms, she will share practical, actionable advice that can help anyone achieve greater success and build stronger relationships through negotiation.
The session will cover:
- A scientific perspective on negotiation
- An overview of the challenges female negotiators face
- Strategies for overcoming these challenges and negotiating effectively
The webinar is presented by:
Alison R. Fragale is currently the Mary Farley Ames Lee Fellow and Associate Professor of Organizational Behavior at the University of North Carolina at Chapel Hill’s Kenan-Flagler Business School, joining the faculty in 2004. An award-winning teacher, Alison mentors MBAs and executives as a teacher, speaker, and facilitator. Her instruction on the psychology of power and leadership is part of the general officer curriculum in both the U.S. Army and Air Force.
Alison is passionate about bringing her knowledge of psychology into organizations to enhance employee well-being, efficiency, and effectiveness. She received her B.A. in Mathematics and Economics, magna cum laude, from Dartmouth College. She also holds a Ph.D. in Organizational Behavior from the Stanford University Graduate School of Business.