September 29 - 30, 2008 Instructor: Margaret Newman Washington, DC $645 October 20 - 21, 2008 Instructor: Margaret Newman Washington, DC $645 December 11 - 12, 2008 Instructor: Paul Callen Philadelphia, PA $645 January 29 - 30, 2009 Instructor: Margaret Newman Washington, DC $645 March 17 - 18, 2009 Washington, DC $645 April 20 - 21, 2009 Washington, DC $645 May 13 - 14, 2009 Washington, DC $645 June 3 - 4, 2009 Instructor: Gary Segers Seattle, WA $645 July 14 - 15, 2009 Washington, DC $645 August 6 - 7, 2009 Instructor: Hollie Selfridge San Francisco, CA $645 September 16 - 17, 2009 Instructor: Robert Schout Dallas, TX $645 September 28 - 29, 2009 Washington, DC $645
Overview:
Learn to create win-win situations and improve work relationships with colleagues, employees, customers and others. Focus on issues of negotiation, including using multiple strategies, applying the no-fault formula and interest-based methods, and assessing the roles of truth-telling and empathy in the negotiation process.
This course is also part of the Certificate of Accomplishment in Project Management .
Employees who want to improve their ability to successfully negotiate everyday situations. Performance-Based Service Acquisition (ACQI8002D) .
Distance Education Option: The Art of International Negotiation via GS Connect (MGMT9500A) .
Syllabus -- Negotiating Techniques, MGMT9104D, Grad. School, USDA
Day one
Introduction
Pre-assessment for negotiating
Negotiation is/is not Key elements of negotiation
Characteristics of effective negotiation
Four forces of negotiation
Avoiding negotiating mistakes Informal negotiations
Case study #1 and salary negotiation role play
Preparing to negotiate
Thirteen tactics
Day two
Negotiation styles and profiles
Dealing with negotiators as people
Approach to different negotiation styles
Barriers to cooperation Breakthrough negotiations
Five steps to breakthrough negotiation
Case study #2 - Negotiating with colleagues
Case study #3 - Employee complaint negotiation role play
Effective negotiator checklist Formal team negotiation strategies
Case study #4 - Formal team negotiation role play
