Onsite Course Description

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Collaborative Negotiating

Length
1 day 

Overview

In this workshop, you will learn how to apply techniques from the Harvard Negotiation Project, which shift negotiations from win-lose to win-win strategies and enable both parties to come away from the table with more than either had hoped. Through a series of classroom negotiations, you will discover practical approaches for countering the tactics of the “hard” negotiator that will keep negotiations from slipping into power-based conflicts. You will learn a systematic, four-stage process that identifies interests, options, alternatives and credible criteria to increase both your negotiating skill and confidence.

Defining the boundary conditions, applying the three levels of listening and anchoring a negotiation within the zone of agreement are the essential skills needed to reach a mutually satisfying agreement.

Key Topics

  • Identify collaborative versus aggressive styles
  • Use the collaborative negotiating model
  • Handle the “hard” negotiator
  • Create options from interests
  • Evaluate priority problems
  • Use the impact of objective criteria
  • Use approaches to the zero-sum game
  • Explore trust, threats and competition
  • Understand the bargaining zone
  • Avoid making common mistakes
  • Make and implement agreements


Reviews

Absolutely would recommend! Ideally this is how negotiation should work, it’s easier to come to agreements if collaboration was more the norm. – Infinera, Compliance Analyst

Information was very valuable – presentation was excellent – applicable in life and work. – EastBay Municipal Untilities District, Sr. Civil Engineer


This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.

This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.

This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.