# Principled Negotiation Skills for Government Leaders (Self-Paced)

Canonical URL: <https://www.graduateschool.edu/courses/principled-negotiation-skills-for-government-leaders-self-paced>

## Overview

Government leaders negotiate constantly — across agencies, with vendors, with congressional and legislative staff, and inside their own teams and departments. This self-paced course builds on the basics of interest-based negotiation and equips leaders with the skills needed for high-stakes interagency disputes, multi-party negotiations, negotiations with significant power imbalances, and situations where political pressure complicates the merits. Participants apply principled negotiation tools to realistic government scenarios and build a personal playbook

## What you'll learn

- Analyze strategies for asserting influence.
- Analyze negotiation styles and techniques.
- Manage emotion, pressure, and political dynamics at the table
- Describe how to leverage unique skills in negotiating.
- Build a personal negotiation playbook for recurring scenarios
- Apply interest-based negotiation principles to complex government cases

## Curriculum

#### **Module 1: Principled Negotiation Refresher**

- Interests vs. positions in government settings

- Self-assessment: Your default negotiation style

#### **Module 2: Negotiation Styles & Techniques**

- Understanding core styles

- Clarifying interests vs. positions  
 - Building Rapport

- Asking effective questions

#### **Module 3: Power, Politics, and Pressure**

- Negotiating from a position of low formal authority

- Handling political pressure without losing principle

- Managing Concessions

#### **Module 4: Hard Conversations at the Table**

- Tactics that derail government negotiations

- Naming, reframing, and de-escalating

- Activity: Difficult-tactic response drill

#### **Module 5: Locking in Durable Agreements**

- Documenting decisions that survive turnover

- Implementation, monitoring, and renegotiation

- Activity: Draft a one-page agreement memo

#### **Module 6: Capstone — Your Negotiation Playbook**

- Capstone Activity: Build a personal negotiation playbook

- Closing: Practicing between high-stakes moments

## Pricing

**Tuition:** $1049