2021 Behavioral Negotiation for Advisors

October 4, 2021 



About the Event

Program convener and Yale SOM lecturer Daylian Cain, PhD will help you develop your own unique negotiating style that can be applied in both professional and personal situations. As technology and automation continue to transform the nature of work, interpersonal skills are becoming increasingly relevant as a way to add a competitive edge in business. The focal point of this program is developing practical negotiation skills through live sessions with fellow participants that will prepare you to be an effective leader in a world characterized by increasing complexity.

 The ability to successfully negotiate in a way that delivers value for all parties sets a collaborative tone for future conflict resolution and is an impactful way to stand out as a leader in your organization. Collaborative negotiation places people at the heart of any agreement, deal, or mediation. This helps ensure that all parties involved feel that they have a sense of control and that the outcome is a win-win situation. It also fosters transparency and trust, separates the people from the problem, and encourages shared responsibility for the end result.


Who Should Attend

  • Business leaders and executives who want to have greater influence within their organization
  • Aspiring business leaders looking to show their value and make an impact within their current role
  • Business professionals and specialists such as lawyers, doctors, and consultants who need to negotiate contracts or maintain effective client relationships
  • Individuals looking to improve their negotiation and strategic communication skills, and to understand how issues like disclosure and conflict of interest are resolved
  • Anyone who negotiates agreements and contracts such as job offers, promotions, asset purchases, resource allocations, organization decisions, and mergers and acquisitions

Learning Objectives

  • Demonstrate how to create value for all parties through collaboration.
  • Discover how to “sell” your idea.
  • Analyze how to save time and money when allocating resources across constituents.
  • Develop practical negotiation skills as you explore common mistakes.
  • Explore question-asking techniques that allow you to “get into the other side’s head.

Registration Price



Event Schedule

11:00am - 3:30pm EST

Negotiation Mind Games: Collaborating with Difficult People

Professor Cain teaches Yale MBAs and executives on topics in behavioral economics and, as he puts it, “why smart people do dumb things.” Applying these insights to negotiations, he will group participants in pairs to negotiate a deal and receive coaching on how to better collaborate towards win-win deals. He will reveal what the most efficient collaborations look like and then provide direction on how to reach such agreements in real life. For example, how do you obtain information from the other side when the other side is difficult to work with?

A Special Thank You:


Conference Sponsor:


RBC Global Asset Management






Table Host:


National Bank Investments                    Mackenzie Investments


E-mail address


Contact us

+1 303-770-3377

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