Course Description

In the diverse yet interconnected marketplace of the Twenty-first Century, no set of problem-solving skills is more important than negotiation. Win-Win Negotiation is a specific strategy, which uses carefully defined skills to produce results beneficial to everyone in a negotiation scenario. This course builds on the basic skills and concepts of conflict management and teaches participants how to create agreements that satisfy all parties. This course utilizes the book Getting to Yes as a learning resource, and includes video examples, case studies, role-plays and simulations to help participants achieve their learning goals.


Course Outline

What will be covered: 
Describe Win-Win Negotiation

  • Create a strategy not an attitude
  • Identify opportunities
  • Remove barriers

Use Win-Win Strategies

  • Discover underlying interests
  • Create multiple options 
  • Develop negotiation alternatives
  • Use standards to persuade 
  • Stay Tough on the Problem, but Easy on the People 

 Separate people from the problem

  • Apply techniques to stay hard on the problem but soft on the people 
  • Leverage Your Negotiating Power
  • Recognize sources of power and leverage in negotiations 
  • Take advantage of the rules of power 

Develop a Negotiation Plan

  • Negotiate a Win-Win agreement 
  • Create a winning action plan

Learner Outcomes

After this class, you will be able to:
  • Describe Win-Win Negotiation
  • Use Win-Win Strategies to achieve mutually beneficial results
  • Stay tough on the problem, but easy on the people
  • Leverage their negotiating power
  • Develop a negotiation plan

Applies Towards the Following Certificates

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