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Negotiating Techniques

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  • ORegistration open
  • FClass full
  • GGuaranteed to Go
  • RRemote Classroom
Multiple Registrations?
Session Schedule Location Tuition Status
Jan 24 - Jan 25, 2018
08:30 - 16:00 , Wed-Thu
Washington , DC $699 O
Mar 14 - Mar 15, 2018
08:30 - 16:00 , Wed-Thu
Washington , DC $699 O
May 09 - May 10, 2018
08:30 - 16:00 , Wed-Thu
Washington , DC $699 O
Jun 06 - Jun 07, 2018
08:30 - 16:00 , Wed-Thu
Washington , DC $699 O
Aug 15 - Aug 16, 2018
08:30 - 16:00 , Wed-Thu
San Diego , CA $699 O
Sep 26 - Sep 27, 2018
08:30 - 16:00 , Wed-Thu
Washington , DC $699 O
Displaying of 6 sessions Show All Show Less

Course overview

Learn to create win-win situations and improve work relationships with colleagues, employees, customers, and others. Focus on issues of negotiation, including using multiple strategies, applying the no-fault formula, interest-based methods, and empathy in the negotiation process.

This course is part of the Certificate of Accomplishment in Project Management.

This course aligns with the following DoD financial management competencies:
DoD FM CompetencyProficiency LevelHours
Conflict Management (Lead People) N/A 2
Influencing/Negotiating (Lead Teams/Projects) N/A 10

Who should attend?

Employees who want to improve their ability to successfully negotiate everyday situations.

You may also be interested in Performance-Based Service Acquisition (ACQI8002D).

Learning outcomes

  • Differentiate among negotiation, mediation and arbitration principles and techniques
  • Assess the conflict management styles of others
  • Use proven strategies to improve work relationships and sell your ideas to others
  • Apply principle-centered negotiation techniques in the workplace

Course outline

Syllabus -- Negotiating Techniques, MGMT9104D, Grad. School, USDA

Day one

  • Introduction
    • Pre-assessment for negotiating
    • Negotiation is/is not

  • Key elements of negotiation
    • Characteristics of effective negotiation
    • Four forces of negotiation
    • Avoiding negotiating mistakes

  • Informal negotiations
    • Case study #1 and salary negotiation role play
    • Preparing to negotiate
    • Thirteen tactics

Day two

  • Negotiation styles and profiles
    • Dealing with negotiators as people
    • Approach to different negotiation styles
    • Barriers to cooperation

  • Breakthrough negotiations
    • Five steps to breakthrough negotiation
    • Case study #2 - Negotiating with colleagues
    • Case study #3 - Employee complaint negotiation role play
    • Effective negotiator checklist

  • Formal team negotiation strategies
    • Case study #4 - Formal team negotiation role play

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