"Working through the role plays
and exercises greatly helped me understand the strategies that were discussed
and how they did or did not work."
Negotiation – everyone does it, but how well you do it is the difference
between getting the best agreement possible or simply getting a compromise that
satisfies no one. This training intertwines the major components of negotiation
theory – attitudes, styles, tactics, and strategies – with practical
applications. This training will also explore the many sources of power and the
various techniques for dealing with power in negotiations.
Lectures, videos, and exercises create an interactive experience for learning
the characteristics of competitive positional, cooperative positional and
interest-based negotiators. Participants will also learn the importance of
thorough preparation and strategic selection of negotiation tactics.
Special Note: Because mediation can be defined as
“assisted negotiation” this training is extremely beneficial in helping
mediators to better understand the negotiation dynamics that occur in mediation
and to better select techniques to overcome barriers to resolution.
Anyone who negotiates or mediates.
Ability to identify own negotiation style and preferred strategy
Ability to identify various negotiation strategies
Ability to plan for successful outcomes
Understanding of “strategic choice” negotiation
Ability to assess and address issues of power in negotiations
Ability to negotiate more effectively