This course is a study of Win/Win negotiations. This decision-making strategy is one that is becoming more common among managers, supervisors and staff as our organizations become more customer sensitive. The strategy assumes the following:

1. That two or more people have interdependent objectives;
2. That those participating in the strategy prefer peaceful means as dispute management strategies;
3. There is no accepted method to calculate the "correct" answer.

At the same time, the effectiveness of this decision making process is often enhanced by the simultaneous use of facilitator. The second day of the class focuses on the role of the facilitator, several facilitation tools that would commonly be used in the win/win process, and how a facilitator might address challenging behaviors some participants are likely to exhibit.

I. Introduction of Program and Participants.

II. What does it Mean to "Negotiate"?

• small group discussion
• class discussion

III. Elements of "Win/Win" Negotiations.

• short lecture
• small group discussion
• class discussion

IV. Gathering Information.

• individual activity
• small group discussion
• class discussion

V. Developing Consensus.

• small group discussion
• class discussion

VI. Facilitation: An Introduction

• small group discussion
• class discussion

VII. Exploring the Facilitation Competency

• individual activity
• small group discussion
• class discussion

VIII. Brainstorming

• short lecture
• small group activity
• class discussion

IX. The Voting Tool

• short lecture

X. Cost/Benefit Analysis

• short lecture
• small group activity
• class discussion

XI. Dealing with Difficult People

• small group discussion
• class discussion

XII. Challenging Behaviors: I

• small group discussion
• class discussion

XIII. Challenging Behaviors: II

• small group discussion
• class discussion

XIV. Summary and Evaluation.

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