 1.
Setting the Stage for Productive Negotiations:
Diagnosing the Negotiation Problem
You・ll be taught a framework for identifying
and analyzing negotiation problems. You will
learn about the barriers to negotiation success
and how you can overcome them. You will be
introduced to the ：Three Tensions,； which
every skilled negotiator must learn to manage.
2. Identifying Sources of Value
in Negotiation
You will learn to find often hidden
sources of value in negotiation and to use
mutual gains negotiations to create value.
At the same time, you will discover how
to get the best deal for yourself by claiming
your rightful share of the distributed value.
3. Negotiating Better Outcomes:
Building Successful Relationships
Effective communication is a core
skill of all successful negotiators. Learn
listening skills that will help you understand
the other party, gain needed information,
and show empathy. Also, learn to hold onto
your own interests and express them clearly
and persuasively. Discover how to negotiate
without locking into positions and destructive
escalation dynamics. Find out how to decide
when it is better to walk away and when
it is better to close.
4.Dealing With Obstacles and Complicating
Factors
In managing internal and external
negotiations, what can you do to maximize
the deal for both sides even in the face
of obstacles and complicating factors such
as blocking coalitions and institutional
barriers? What tools work best for managers
who need to shape agreements and informal
understandings within a complex web of internal
and external relationships?
How do you deal with such sources of resistance
as: your own fears (that the other side
will take advantage of you, that you won・t
be good at it), their hard bargaining style
(that they・ll use what you say against you,
that they・ll make unreasonable demands,
that they won・t play fair), or organizational
difficulties (that others won・t understand
what you・re trying to do, or that you won・t
look tough enough)?
|
