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HBS 302 Negotiating for Results
(Last Modified:31-Mar-2014)

Description

The goal of this Continuous Learning Module is to immerse managers in dialogue-based situations that foster learning by doing where they make key decisions that drive the dialogue and ensuing results. Your managers will learn how to avoid common traps and find common ground for opportunities. The interactive module helps managers prepare for and conduct effective negotiations that produce a winning edge for your organization. The interactive environment will enable managers to tap into expert insights, discover proven tactics, and sharpen their own skills for getting results when negotiating with others. Students will :

Develop a BATNA (best alternative to a negotiated agreement.

Clarify and uncover all interests to create opportunities for mutual gain.

Restore productive dialogue with "appreciative moves" when negotiations stall.

Generate ways to foster relationships based on trust and to separate the relationship from the deal.

Determine how the terms of an agreement will be carried out in practice.

Objectives

Target Attendees

All DoD acquisition workforce members

Prerequisite(s)

None

Predecessor Course(s) (Acceptable as a substitute for this course until the acceptance date specified below.)

Predecessor	Predecessor Course Title	PDS Code	Accepted Until
None	None	None	None

Course Length

Approximately 3 hours to complete

Additional Course Information

Delivery Mode	Continuous Learning
Equivalent Courses	None
ACE Recommended Credits	N/A
PDS Code	ZTM
DAU Public (material/prework)	N/A

Continuing Education Units	0
Continuous Learning Points	3
Reservist Retirement Points	1
Historical Allocations	Mouse Over for Past CEU/CLPs

Notes

Enrollment in the Harvard Business School (HBS) CL modules is restricted to Federal Employees only.

(Click Here) for the technical requirements for this course.

You have 60 days to complete this course.

This course contains an end of module test that must be passed with a 100% score.

After passing your exam, please be sure to complete the required Module Survey from the Table of Contents. You will not be graduated from the module until you have completed the Survey. If you experience any difficulty in completing the Survey, please contact the DAU Help Desk to ensure that you receive proper credit.