Instructor: Colin McRoberts, Instructor for the UMKC Bloch Executive Education

October 16, 2023 | 8:30am-3:30pm
IN-PERSON SESSION – UMKC Bloch Executive Hall (5108 Cherry Street, Kansas City, MO 64110) – Room 413.

The best negotiation results come from understanding that every negotiation is a tool to solve a problem. Skilled negotiators work to understand exactly what problem they’re solving, how to approach it as efficiently as possible, and how to distribute the value of that solution to maximum advantage.

Do you qualify for a discount? Available Discount Programs

What You Will Learn

This course covers the core content of an intensive negotiation training program. Its lessons are built on the experience of advising negotiators in elite private and public institutions, from Fortune 10 companies to military special forces. You will develop a clearer, more practical perspective on deal making by exploring four critical, transformative phases of interest-based negotiation:

Explore. Challenge your assumptions as to who the parties are, what they want, and what’s possible.
Expand. Bring new options to the table to add value; bring new parties to the table to transform the negotiation.
Divide. Satisfy all the parties to reach agreement, while allocating value advantageously.
Agree. Make every conversation work towards the final agreement.

In addition, you will discuss practical but underutilized negotiation tactics and have multiple opportunities to experiment with them in simulated negotiations.

Key Topics

  • Creating effective negotiation strategies
  • Challenging assumptions about parties, options, risks, and rewards
  • Understanding the perspective of other parties
  • Generating creative options to create more efficient deals
  • Using fair standards to distribute gains
  • Identifying and handling irrational behavior in negotiation

Who Should Attend

This course is appropriate for negotiators of all skill levels. Novice negotiators will learn to create and follow effective strategies. Experienced negotiators will apply a new framework to fundamental negotiation concepts, developing their perspective on effective negotiation. They will also cover new concepts, such as managing irrational beliefs and behavior on both sides of the table.

About the Instructor

Colin McRoberts is a graduate of Harvard Law School and an experienced lawyer and negotiation advisor. Colin practiced commercial litigation with Steptoe & Johnson. He handled complex financial lawsuits for a multinational firm before becoming a professional negotiation advisor in a boutique practice. In that capacity he has assisted many elite clients, including two of the Fortune 500 Top 10, large and small non-profits, U.S. and foreign government institutions, the U.S. military, and leaders in sectors such as finance, construction, consumer electronics, insurance, labor relations, and fine arts. He has advised and taught negotiators on the ground in dozens of countries around the world and in nearly every imaginable industry. Colin assist his clients with negotiation, communication, and strategy in complex and difficult situations. He has helped improve commercial negotiations, advised diplomats in international multilateral talks, and built better relationships between aboriginal peoples and government. Colin is also a professor at the University of Kansas, teaching business law, business fundamentals, and a new course on the origin and spread of conspiracy theories. He also teaches negotiation to MBA students at the University of Missouri-Kansas City.

Program Details

Location and Parking The sessions will be held at the UMKC Bloch Executive Hall, 5108 Cherry Street, Kansas City, Missouri. Parking details will be sent after registration.

Cancellation & Transfer Policy Seminar participants (or their organizational representative) should call or email Bloch Executive Education in order to change or cancel registrations. Cancellations made prior to 7 days from the seminar date are eligible for credit towards a future seminar but are ineligible for refund. Credit for future seminar is valid through the following seminar year. Seminar registrations may be transferred from one individual to another up to 7 days before any elected seminar. Cancellations made within 7 days from the seminar date are non-transferable and non-refundable. Bloch Executive Education reserves the right to make changes to the cancellation policy and transfer policy. The current policies will be posted on our website and will be observed regardless of previous

Photo and Video Release By attending the event, you are giving Bloch School of Management permission to use photos and videos from the workshop in future promotional materials.

Available Discount Programs

UMKC and Bloch Executive Education Alumni, Kansas City Regional Association of REALTORS members, CX Central Exchange members, Saint Luke’s Health System employees, Heartland Black Chamber of Commerce members – you qualify for discounted seminar registration.

If any of the above categories apply to you, please contact us or 816-235-2892 to take advantage of discounted rates.