Professional Development – Negotiating to Create Value (Dec 01)

By the end of this training, you will gain the knowledge and ability to:Identify and succeed in everyday negotiations, euderstand how negotiating to create value differs from claiming value, identify biases and influence others in negotiations, and gain confidence in your ability to prepare for a negotiation effectively, ask for what you want and need, get more of what you want through proven strategies and build value-creating agreements.

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General Details

  • 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 with a desire to learn and develop new skills as well as members that have professional development plans and goals that need to be addressed through training.

  • Registration Options
  • Member: $249 USD

    Registration includes online access and all digital meeting materials.

  • General Cancellation Policy
  • To best serve WEI members and program participants 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 Christopher Lee, Senior Program Manager at (971) 303-2111.


All session times are listed in Pacific time.

Thursday, December 1, 2022

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
Speaker(s): Ashley E Nixon, Associate Professor of HR/OB, Willamette University

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

12:10 PM - 12:45 PM

Debrief role-play and workshop

12:45 PM - 1:00 PM

Create action plan

Meet The Speakers

Ashley E Nixon

Willamette University

Associate Professor of HR/OB