Learn to prepare for negotiations, assess your alternatives, build a climate of collaboration, get beyond stubborn positioning and develop agreements that work for both sides. Negotiation skills are essential in daily interactions with others. Traditional approaches to negotiation promote competitive tactics, often resulting in unsatisfactory outcomes. Collaborative or interest-based negotiation aims for agreements that respond to the interests of both parties. Emphasis is on simulated negotiations assisted by trained coaches.
Course Learning Outcomes
By completion of this course, successful students will be able to:
- Define interest-based negotiation.
- Differentiate between issues, interests and positions.
- Differentiate between interest-based and positional negotiating.
- Determine situations in which negotiation is appropriate.
- Develop a strategy to prepare for interest-based negotiation.
- Express collaborative intent and establish a collaborative process.
- Clarify and frame issues.
- Use basic empathy, asserting, paraphrasing, summarizing and questioning to build understanding.
- Identify and use interests of both parties as a basis for negotiating and developing options.
- Describe how objective criteria can be used in a negotiation.
- Use a problem-solving process that supports interest-based (collaborative) negotiation.
- Display an increasing level of self-awareness regarding own effectiveness as a negotiator.
Recommended reading: Fisher, R and Ury, W. (1992). Getting to Yes: Negotiating Agreement Without Giving In (2nd ed.). New York: Penguin Books
PDS 001 Foundations of Collaborative Conflict Resolution, or PDS 002 Foundations of Collaborative Conflict Resolution: Workplace Focus