Negotiation Skills: A Collaborative Approach to Solving Problems and Reaching Agreement

Course Overview
Introduction to Collaborative Negotiations
  • Define “negotiate” and the reason we negotiate.
  • Define and contrast competitive vs. collaborative negotiations.
  • Define positional bargaining vs. interest-based bargaining.
  • Define the goals and objectives of a collaborative negotiation.
  • Identify the stages of the negotiation process.
  • Define and understand key terminology and concepts.
Collaborative Negotiations: The Basic Elements
  • Describe 5 conflict resolution methods.
  • Define the Basic Elements of a collaborative negotiation.
  • Substantive vs. Relational issues.
  • Identify the 3 people problems.
  • Identify “interests” that define the problem.
  • Identify best practices regarding the people and the problem.
The Human Factor
  • How to effectively communicate to influence the other party.
  • Understanding our strengths and challenges in a negotiation.
  • How perception and perspective influence how we manage conflict.
  • Other factors that impact how we react to and resolve conflict.
Barriers to Cooperation and Breakthrough Strategies
  • Identify barriers to cooperation
  • Identify and understand breakthrough strategies.
Wrap Up and Lessons Learned

Cancellation Policy: 5 working days for full refund. Cancellations after that time are charged full tuition for the course.

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Course Information
  • Course ID:Basic
  • Credit:PDU/PDH/PDC: 7.5

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