Most federal sector employment disputes at the EEOC and the MSPB are resolved through negotiated settlements, but there’s not much formal training available on developing negotiating skills. Mr. Kaplan, a renowned federal sector lawyer and negotiator, will explore how negotiations can create value rather than just being a zero-sum game. You’ll explore the “triangle of conflict and negotiation,” and examine how psychological traps get in the way of optimum negotiated outcomes. And, you’ll witness demonstrations of the negotiation of an employment issue using both the competitive and cooperative methods, to compare and evaluate the outcomes of each.