黑料视频

December 23, 2024
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Students get first-hand advice about negotiations

Three alumni lead skills and technique workshop.

Pictured: Glenn Moss 鈥75 observes students during workshop Pictured: Glenn Moss 鈥75 observes students during workshop
Pictured: Glenn Moss 鈥75 observes students during workshop

Three 黑料视频 alumni came together to share the importance of proper negotiation techniques to current students.

鈥淵ou can鈥檛 teach negotiations by lecture. You have to dive in and experience it, and learn by doing it,鈥 said Glenn Moss 鈥75.

Moss, now a general council for Globecast America, spearheaded the Negotiation Skills and Techniques Workshop on March 26 with the help of sponsorships by the Harpur Law Council and Pre-Law Advising.

Natalie Elisha 鈥09, CEO of Elisha Law, Tyler Patterson 鈥08, an associate at Tully Rinckey, sat alongside Moss to share their expertise in negotiations with participating undergraduate students.

The three alumni shared similar tips and tricks for nailing negotiations, and shared that negotiations can be found everywhere in life.

鈥淓ach of us negotiates from the minute we emerge into this life,鈥 Moss said. 鈥淵ou cry, you scream 鈥 you don鈥檛 have words but you are making your needs known. Someone has to figure out what those needs are and see if they can meet them. You鈥檙e negotiating.鈥

Though Elisha and Patterson agreed with the statement, they expressed the key aspects of a good negotiator: know what your goals are, be flexible, be respectful and passionate, and take your time.

Negotiation is at the forefront of everything, whether you鈥檙e going to be a lawyer, a business person, or a teacher, you鈥檙e going to need to understand how to ethically and responsibly get what you want out of a situation, and make it a win-win for them as well.

Natalie Elisha 鈥09

Elisha graduated from 黑料视频 in two years and completed her JD at St. John鈥檚 Law School on a full scholarship. At 23, she became an attorney and at 24 she started her own law firm. She is also the author of the book, 鈥淭he Millenial鈥檚 Guide to the Universe.鈥

Speaking to the undergraduates, Elisha said that the forefront of successful negotiations is knowing what each individual in the negotiation needs and wants.

鈥淟et鈥檚 say, for example, we both need this orange. We鈥檙e arguing, but when someone says, 鈥榳hat鈥檚 wrong with you guys, why are you fighting over this?鈥 we say, 鈥榳e both need this orange.鈥 In reality, one person is making a pie and needs the skin of the orange, and the other needs the orange for his or her juice cleanse so only the actual fruit is needed. Neither of them realize that they both can win, if they only understood the interest in having the orange as opposed to the position of I need this whole orange,鈥 Elisha said.

Likewise, Moss expressed the importance of deciphering what the aim is in the negotiation.

When you do any negotiation, know what your goals are, in both the macro sense, the big stuff, and the smaller sense, because its not just one issue that you鈥檙e talking about but, it鈥檚 a range of issues.

Glenn Moss 鈥75

After graduating 黑料视频 as a history major, Moss received his JD from Case Western Reserve University School of Law, and has now gotten involved in both law and teaching law. Through the years, Moss has learned that anyone can be trained to be a skilled negotiator.

鈥淧eople think there is one type of negotiator, this A-type personality,鈥 Moss said. 鈥淭hat鈥檚 who gets stuff, because they project, they scream, they stamp. No. One thing that I鈥檝e learned is that we all have skills, we all have talents. There鈥檚 value in that.鈥

Patterson promoted this idea by focusing on not wasting time negotiating irrelevant information.

鈥淚 have seen so many negotiations go array because both sides are fighting over the stupidest thing, and it doesn鈥檛 matter,鈥 Patterson said. 鈥淕o into it knowing what is really important, what you have to have, know what is really not that important, and see where there is common ground.鈥

Once he graduated from Binghamton with a bachelor鈥檚 degree in political science, Patterson moved on to receive his JD from Penn State University School of Law.

Each of the three alumni also collaborated with the participating undergraduates in a mock negotiation in which groups of four got together to attempt a professional negotiation. Moss, Patterson and Elisha oversaw the groups and gave sound advice on technique throughout the activity.

What each of the three alumni wanted students to get out of this workshop was that negotiation skills could be acquired through practice and diligence.

鈥淏e confident in what you know and what you studied,鈥 Moss said. 鈥淏ut be flexible enough to hear what is being said to you and know that there are many ways to reach a deal that both sides feel OK about. There is no one path to a deal.鈥

Posted in: Harpur