This course helps you understand your own reactions to difficult situations and develop skills to overcome the obstacles to reaching successful agreements. At one time or another, everyone has had to negotiate with aggressive, critical or argumentative people. Decision-making and implementation are often derailed by entrenched, negatively focused, reactive responses to change and diversity. Trying to resolve issues with people whose behaviour we find challenging often brings us to the limits of our patience and interpersonal skill.
By completion of this course, successful students will be able to:
- Describe behaviours as process positions.
- Overcome the obstacles to successful negotiation.
- Deal with their own reactions to difficult people.
- Disarm their opponent by stepping to their side.
- Defuse defensiveness and resistance.
- Create a favourable climate.
- Bridge the gap between both sets of interests.
- Implement the concept of us against the problem.
- Enhance negotiating power consequences – BATNA
- Control own behaviour – take time out.
- Ask problem-solving questions.
- Shift from positions to interests.
- Reframe interests and behaviours.
PDS 001 Foundations of Collaborative Conflict Resolution, or PDS 002 Foundations of Collaborative Conflict Resolution: Workplace Focus; and PDS 185 Negotiation Skills Level I