Course Description:
In this module participants will recognize that negotiation is a critical skill for leaders which is utilized on a regular basis. The concept of “principled negotiation” is the foundation for this module which has at its core the idea of focusing on the interests of each party to come to a positive resolution. Various negotiation tactics (both good and bad) and common mistakes are introduced.

Duration:
4 hours

Learning Objectives:
Following this module, participants will be able to:

• Recognize When a negotiation is taking place
• Evaluate when to use each of the five Conflict Handling Orientations
• Utilize appropriate methods of negotiation
• Apply strategies to combat “dirty” negotiation tactics
• Avoid common negotiation mistakes

Key Concepts:

• Five conflict handling orientations
• Principled Negotiations
• Best Alternative to a Negotiated Agreement