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Course Description

This 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.

Course Details

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.

Notes

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

Prerequisites

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.

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Type
Class
Days
M, T, W, Th, F
Time
8:30AM to 4:30PM
Dates
Dec 02, 2019 to Dec 06, 2019
Schedule and Location
Hours
35.0
Delivery Options
Course Fees
Flat Fee non-credit $1,015.00
Instructor(s)
Reading List / Textbook

Role-play activities are an essential part of many conflict resolution courses and these activities are recorded on video. For this course, we ask that you come prepared to shoot video on your personal device (smartphone, laptop, tablet, etc). Please ensure that you know how to adjust the video settings on your device, and have sufficient storage for up to one hour of video.

If you are unable to bring a recording device, Continuing Education will provide a video camera to record your role-play sessions. In this scenario, we ask that you bring a 32 GB microSD class 10 memory card to class. Your video will be saved to this card. Larger capacity cards are not compatible with the recording equipment being used. Many retailers and Amazon.ca sell a memory card and card reader as a package. For questions, call 403-220-2866.

Section Notes

Prerequisite(s): 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, PDS 007 Dealing With Anger.

The last day to register for Conflict Resolution courses is five (5) business days prior to the course start date.

Please call 403-220-2866 or 1-866-220-4992 to register if you have not completed the prerequisites.

Students are expected to attend all sessions.

Unless otherwise stated, notice of withdrawal or transfer from a course must be received at least seven calendar days prior to the start date of the course.

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