Shasta College

Negotiating Successfully

Everyone negotiates with others on a regular basis whether they realize it or not.  And when we do realize how often we negotiate, it is in our best interest (and the other party’s) to exercise effective negotiation skills.

The "Negotiating for Results" workshop incorporates concepts and practices used by experienced negotiators, well-known authors, and negotiation consultants.  Its blend of material has proven meaningful for new and seasoned negotiators alike.

Karl has conducted these negotiation workshops in the United States, Canada, Europe, Africa, Asia, and Australia for procurement professionals, labor negotiating teams, external relations representatives, leadership teams, plus other groups and individuals who negotiate as part of their role. 

The following topics will be addressed in an interactive, participative, and constructive workshop environment:

• Negotiation Approaches & Styles

• Negotiation Stages

• Content versus Process

• Needs of the Other Party

• Establishing Ranges

• Listening, Questioning, and Silence

• Creating Leverage

• Tactics and Counter-Tactics

• Gaining and Granting Concessions

• Breaking Deadlocks

• Making Final Offers

Date(s): Session 1: February 25th, 2026

              Session 2: March 18th, 2026

              Session 3: April 15th, 2026

Schedule: 1- Wednesday

Time: 9:00am- 1:00pm

Location: Shasta College Community Leadership Center 1401 California St, Redding, CA 96001 Room 9301

Facilitator: Karl Burch

Fee: $75.00

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https://www.shastacollege.edu/about/economic-workforce-development/community-education/important-information/