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

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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.

For more information regarding refund, concerns, and/or program cancellation policies please contact our offices at 919-878-7100 ext. 22