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

Course Dates: 12/29, 9/21/18, 12/18/18

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Course Length: 1 day
Prerequisites: None
Course Level: Introductory
Course Fee: $345
Course Hours: 8:30 a.m. – 4:15 p.m.
Recommended CPE:  8 hours
PDUs/PDHs/PDCs:  7.5

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