Course DescriptionThis advanced course builds on Negotiation Skills Level I, to apply an interest-based approach to more complex negotiations. You will learn about negotiator assertiveness and style, identifying and responding to competitive tactics, assessing power dynamics and resolving impasses.
By completion of this course, successful students will be able to:
- Identify power dynamics in a negotiation and use power to support a collaborative approach.
- Maintain a collaborative negotiation stance in an adversarial atmosphere.
- Maintain a collaborative stance in responding to resistance and defensiveness.
- Manage multi-issue agendas.
- Communicate by reframing, refocusing and limit setting when appropriate.
- Differentiate among substantive, psychological and procedural interests as well as common,
complementary and competing interests.
- Use interests and objective criteria to build agreements.
- Describe specific strategies to use when facing impasse.
- Display an increasing level of self-awareness regarding own effectiveness as a negotiator.
As Negotiation Skills Level II is the final prerequisite course for Assessment: Negotiation, coaches' feedback on your role-playing will be based on the assessment role-play criteria. For certificate candidates, it is strongly recommended that you take Negotiation Skills Level II near the end of your certificate. You must complete Negotiation Skills Level II before scheduling your Negotiation assessment.
Recommended reading: Negotiating Skills for Managers, Steven P. Cohen, McGraw Hill, 2002; Getting Past No: Negotiating Your Way from Confrontation to Co-operation, William Ury, Bantam Books, 1993
PDS 001 Foundations of Collaborative Conflict Resolution, or PDS 002 Foundations of Collaborative Conflict Resolution: Workplace Focus; and PDS 185 Negotiation Skills Level I, PDS 006 Mediation Skills Level I, and PDS 007 Dealing With Anger.