PROGRAM OBJECTIVE: Everyone has to negotiate sometimes. How do you make it productive? This program offers you insight into what you do normally, what you can do to improve your skills and how to recognize what you can do to help others to see how you can "do the deal"

Understanding what "conflict style" you have
How to recognize Win-Win or Principled negotiating environments
How to recognize alternatives that work for all parties
How to handle the bad faith negotiators
Recognizing the differences in styles between men and women (sometimes)

Program Elements
Personal conflict/negotiation inventory
Group discussion and workbook
Sample formats and practice in effective negotiation techniques

2) Program Requirements:

Minimum 3.5 hours

OUTLINE:

I. What Is Negotiation?

A. Your boundaries
B. Conflict assessment

II. What You Can Do: Principle Negotiation

A. Framing
B. Interests
C. Options
D. Criteria
E. Dealing with the unprincipled

A. Communication differences (sometimes)
B. What you can do about it (mostly)