Negotiating to Create Value – Virtual (Jun 18)

General Details

  • Program Chair(s)
  • Ashley E. Nixon, Ph.D., SPHR, SHRM-SCP, Management Consultant

    • Program Location
    • Virtual Event
    • No travel required. All agenda times are in Pacific time.Instructions to access the virtual event will be provided to the attendee before the program.
    • Who Should Attend
      • Members wanting to learn how to negotiate
      • Members hoping to improve their negotiating style and approach
  • Registration Options
  • Member: $199 USD

    Registration includes online access and all digital meeting materials.

  • General Cancellation Policy
  • To best serve WEI members and program participants during the COVID-19 pandemic, WEI will be waiving its standard cancellation policy for this virtual program. Registrants can receive a full refund should they need to cancel their registration up to the day before the program begins.
  • Participation Policy
  • Western Energy Institute programs and events are open to energy companies (including gas production and electric generation, gas and electric transmission and gas and electric distribution utilities). Select programs and events are open to energy industry product and service suppliers. Programs and events are closed to all media representatives and to the general public. Recording is not permitted for any portion of the event.
  • For more information contact Kevin Sullivan, Chief Operating Officer at (971) 255-4973.


All session times are listed in Pacific time.

Friday, June 18, 2021

8:30 AM - 9:00 AM

Virtual Help Desk + Technology Check

The room will open early with optional time for participants to get familiar with the virtual platform, test their audio and webcam, or ask questions about the agenda before we begin.

9:00 AM - 9:15 AM

Welcome and Introductions

9:15 AM - 9:45 AM

Negotiation overview: The basics of preparation

9:45 AM - 10:10 AM

Negotiation role-play: Claiming Value

10:10 AM - 10:30 AM

Negotiation Debrief

10:30 AM - 10:40 AM


10:40 AM - 11:10 AM

Techniques to create value in a negotiation

11:10 AM - 11:40 AM

Biases in negotiation

11:40 AM - 12:10 PM

Biases in negotiation

12:10 PM - 12:45 PM

Debrief role-play and workshop

12:45 PM - 1:00 PM

Create action plan