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Negotiation

94-800

Units: 6

Description

Welcome to Negotiation. The same basic communication and cognitive skills that got you where you are today - advancing toward your personal and profssional goals - are the ones you need to negotiat effectively. Negotiation is not based on simple intuitiion. Instead, negotiation is rooted in understanding people, process, perception and presentation and learning how to establish collaborative negotiations that create value for you and your counterpart. 

This course is designed to dispel the common and pervasive belief that people are either good or bad at negotiation and little can be done about it. Some of this stems from the thought that negotiation is a zero-sum game. Together, we will work to give you the confidence to build your own reputation and style as a negotiator and to strengthen your practice through rehearsal, roleplay, discussion and debate. You will learn critical frameworks and bargaining tactics to build alliances, strengthen interpersonal dynamics, disarm hostility, balance competing interests and resolve conflicts of all kinds. You will learn to become an effective negotiator in the workplace and to use trust-based influence to empower colleagues, partners and negotiation counterparts regardless of differences in age, experience, seniority, race and/or gender. 

Learning Outcomes

This course provides concepts, tools and specific strategies for improving decision making and negotiation strategies, behaviors and solutions by integrating behavioral science, psychology and critical communication skills into your negotiations. The course learning objectives are as follows:

  1. Gain an understanding and appreciation for your unique and individual negotiating style and approach. Learn to identify other and competing negotiation styles. 
  2. Gain a complete understanding of how to frame a negotiation including the parameters and features of the negotiation environment. 
  3. Learn to apply 12 critical communication skills and techniques to expand value at the negotiation table in a manner called trust-based influence. 

Prerequisites Description

None, although a willingness to bring your professional experiences into class discussion is highly appreciated. 

Syllabus