THE CLASS

PRACTICAL. MEMORABLE. ENTERTAINING.

X.M. Frascogna, Jr. has refined the art of negotiation throughout his entire business and legal career. He has empowered others with these skills through multiple publications and through semester-long law school classes and executive enrichment seminars.

“Negotiation training is a high-return business investment. It takes but a single success at the bargaining table to more than recover the entire cost of training an individual. There is no other activity in which improved skill can so quickly be converted to profit.”

Chester L. Karrass
The Negotiation Game

THE CLASS

A comprehensive seminar examining the principles and skills of the art and skill of a negotiation. Drawing on methods from psychology, history, sociology, neurology, and economics, this seminar explores one of the most fundamental activities of human existence: the process of persuasion.

From the basics of negotiation to advance strategy and tactics, the seminar will cover:

The seminar will incorporate an engaging combination of lectures, in-class discussions and written exercises, case studies, and review of a broad range of negotiation literature.

SUGGESTED READINGS

(NOT REQUIRED)

X.M. FRASCOGNA, JR.

THE LAWYER’S GUIDE TO NEGOTIATION

PUBLISHED BY THE AMERICAN BAR ASSOCIATION

ROGER FISHER

GETTING TO YES

Negotiating Agreement Without Giving In

CHRIS VOSS

NEVER SPLIT THE DIFFERENCE

NEGOTIATING AS IF YOUR LIFE DEPENDED ON IT

ROBERT CIALDINI PH.D.

PRE-SUASION

A REVOLUTIONARY WAY TO INFLUENCE AND PERSUADE

HERB COHEN

YOU CAN NEGOTIATE ANYTHING

THE GROUNDBREAKING ORIGINAL GUIDE TO NEGOTIATION