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 fundamentals of persuasion beginning with the 15th century Italian philosopher Machiavelli together with other classical writers along with articles from modern negotiation authorities
What makes a person a good negotiator?
How does one define winning a negotiation?
Introduction to the four levers always present in every negotiation
Personality identification
Body language and nonverbal communication
Ethical issues
The power of the pen
Undercurrents that sway negotiation outcomes

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.