Negotiation Essentials
Instructors: Joe Holt, JD; Gaylen Paulson, PhD; Ann Tenbrunsel, PhD
In Negotiation Essentials, students build a solid understanding of competitive interaction and develop the tactics, strategies and interpersonal skills necessary for success when competing over resources, direction or ideas. Key topics include:
- Negotiation Foundations
- Effective Preparation
- Claiming Value at the Table
- Risks and Impacts of “Fairness”
- Dangers of “Win-Win” Approaches
- Traps/Barriers to Overcome
Advanced Negotiations
Instructors: Joe Holt, JD; Charles Naquin, PhD; Gaylen Paulson, PhD; Ann Tenbrunsel, PhD
Advanced Negotiations aggressively builds on Negotiation Essentials, focusing on negotiating effectively in the face of complicated situations. You will learn how changes in the negotiation context impact the negotiation process and learn optimal strategies for working one-on-one, in groups and at a distance. You will also learn to work more effectively with multiple groups and across cultures. Key topics include:
- Working & Managing Teams
- Improving Influence Skills
- Personality and Cultural Impacts
- Verbally & Non-verbally Building Relationships & Communicating Power
- Working Effectively at a Distance
- Ethics & Deception
Strategies for Conflict Management
Instructors: Joe Holt, JD; Gaylen Paulson, PhD
Strategies for Conflict Management focuses on the critical skills associated with handling difficult people and situations, highlighting the kinds of negotiation and influence processes that yield optimal outcomes and keep relationships intact. You'll learn how to improve your own performance during confrontations and develop strategies to effectively manage disputes among colleagues or subordinates. In addition, you'll improve your approach to working before, during and after conflicts. Key topics include:
- Avoid or Confront: Which Path to Choose
- Effectively Handling Difficult People & Situations
- Deadlines & Ultimatums
- Conflict Management Strategies, Options & Implications
- “Default” Strategies
- Hostility-Reduction Tools
- Intervention via Mediation & Arbitration
