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Hard and Soft Negotiation
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Introduce the course purpose and agenda
Experience hard/soft dilemma
Understand consequences of positions
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Principled Negotiation Method
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Understand key principles
Understand the five steps of negotiation
Understand three phases of the process
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Separate People from Problem
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Develop skills in changing perceptions
Develop active listening skills
Get beyond emotions to principles
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Focus on Interests
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Understand interests behind positions
Recognize three kinds of interests
Practice finding interests
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Invent Options
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Define successful inventing
Identify common barriers to inventing
Apply to own negotiations
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Developing a BATNA
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Understand what a BATNA is
Understand its advantages and uses
Apply techniques to develop a BATNA
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Using Independent Standards
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Understand value and use of standards
Identify useful standards in own world
Practice using independent standards
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Strategy Applied
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Identify the principles at work in cases
Discuss variations of skill behaviors
Learn how to counter dirty tricks
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