Established September, 1992
Software professionals often don't think of themselves as negotiating in their work, when in fact they negotiate all the time. Within project teams, they negotiate product features, schedules, assignments, and release dates. Outside of their teams, they might negotiate with SQA over releases and testing issues, with marketing over product enhancements, with customer support over bug fixes, and with others within and outside their organizations. This session will review the skills required by software professionals to negotiate collaborative outcomes that meet their interests while building the relationships with their negotiating counterparts.
About the Speakers
Moshe Cohen is President of The Negotiating Table. Since founding the firm in 1995, Mr. Cohen has mediated over three hundred disputes and has conducted many dozens of negotiation and conflict management training programs at corporations, nonprofit organizations, government agencies, and conferences. He teaches Negotiation and Leadership in the MBA program at Boston University, and has also taught at Bentley College in Waltham, MA and Cambridge College in Waltham, MA. Mr. Cohen is a frequent guest speaker at business functions, conferences, and universities. He has also published numerous articles on negotiation, mediation, and conflict management.
Mr. Cohen holds a Bachelor degree from Cornell in Physics, a Master in Electrical Engineering from McGill University, and a Master in Business Administration from the Boston University Graduate School of Management. His career includes over twelve years of engineering and project management experience prior to founding The Negotiating Table.