Issue-focused Negotiation


   3 Month Access - $149
   6 Month Access - $199
  12 Month Access - $299

Issue-focused Negotiation: Are You Ready?

Overview/Description
People often see negotiation as a matter of sticking to your ‘position’ while playing tug-o-war. But taking ‘positions’ involves an emotional/ego component inevitably leading to a dead end in negotiation. Instead, focus on the issue at hand, and learn strategies to communicate effectively and avoid falling into ‘positions.’ It takes the right mindset, essential communication skills and a toolbox of strategies to deftly handle any tricks the other party tries to use on you. This course will teach you how to stop playing…and stop being played.

Target Audience
Individuals who want to develop their negotiation skills

Prerequisites
None

Expected Duration (hours)
0.5

Lesson Objectives

Issue-focused Negotiation: Are You Ready?

  • choose approaches that will help you prepare for a successful negotiation
  • recognize the impact of various communication practices on a negotiation
  • recognize recommended practices for negotiating
  • respond effectively to tricks or challenges from the other party
  • apply best practices during a negotiation

 

You and Your Negotiating Counterpart

Overview/Description
We all have emotions, motivations, and unique personalities. You’ll need to accept and integrate that into your negotiating strategy. Most people are so busy with their own interests that they do not fully realize the other person’s issues. This course will help you build critical components of a good negotiating relationship, including mutual trust, a deeper understanding of where your negotiation counterpart is coming from, a set of techniques to use when faced with different personalities, and a plan for getting them to come along with you.

Target Audience
Individuals who want to develop their negotiation skills

Prerequisites
No

Exepected Duration (hours)
0.5

Lesson Objectives

You and Your Negotiating Counterpart

  • determine how to increase the level of trust your negotiating counterpart has in you
  • determine the negotiation personality type of your counterpart
  • adjust your approach based on your counterpart’s negotiating personality
  • recognize strategic approaches to emotions and interests in a negotiation
  • apply effective strategies for addressing interpersonal challenges during negotiations.

Reaching a Negotiated Agreement

Overview/Description
At this point in the negotiation, you’ve done what you can to establish a trusting relationship, kept focused on the issues, and adapted your approach to optimize your influence with your counterpart. The finish line may be in sight, but it’s not yet a guarantee. The object of negotiation is to come to and confirm an agreement. When you started the negotiation you asked questions. At this point, you’re focusing on the answers. In this course, you’ll learn how to think creatively about solutions to maximize your chances of arriving at a mutually beneficial agreement with your negotiating counterpart. You’ll also learn how to facilitate that agreement – even amid resistance from the other party.

Target Audience
Individuals who want to develop their negotiation skills

Prerequisites
None

Expected Duration (hours)
0.5

Lesson Objectives

Reaching a Negotiated Agreement

  • recognize the value of having creative solution options when you’re negotiating
  • facilitate agreement by offering and modifying options
  • recognize strategies for gaining agreement despite a counterpart’s resistance
  • take appropriate action to close a deal
  • apply strategies for securing agreement in negotiations

Tailoring Your Negotiating Approach

Overview/Description
Negotiating successfully with someone means understanding their motivations, interests, and unique personalities, leveraging your insight into an approach that brings them on board with you. In this Challenge exercise, you’ll take the role of a program manager negotiating a raise with your boss. It’s high stakes for you, demanding that you focus on the issue and on your negotiating counterpart – not your own position.

Target Audience
Individuals who want to develop their negotiation skills

Prerequisites
None

Expected Duration (hours)
0.2

Lesson Objectives

Tailoring Your Negotiating Approach




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