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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.
Win/win negotiations is an effective way for people to solve
problems. It allows us to work together in an interpersonally
wholesome atmosphere to find a mutually beneficial solution that
more often than not also represents the very best outcome. This
technique removes the pressure that many individuals feel in
business to "look" or "be" right. It is a
fundamental building block on which many inspirational and personal
development systems are based. For example, many managers have
attended the Steven Covey program, THE 7 HABITS OF HIGHLY EFFECTIVE
PEOPLE. Those who have taken that course will recognize Habits
Four, Five and Six in much of the material we will study.
Outline
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. When Should We Use "Win/Win" Negotiations?
- small group discussion
- class discussion
VII. Summary and Evaluation: Day 1.
- small group activity
- role play
VIII. Case Study: Conducting a Meeting Using "Win/Win"
Principles.
- small discussion
- role plays
- class discussion
IX. Communications as an Ingredient in Successful Negotiations.
- short lecture
- small group discussion
- class discussion
- small group discussion
- class discussion
X. Controlling our Behavior: Identifying Critical Moments.
- short lecture
- small group discussion
- class discussion
XI. Controlling our Behavior: Managing Critical Moments.
- small group activity
- class discussion
XII. Case Studies: Applying Critical Moments to "Win/Win"
Negotiations.
- small group discussion
- role plays
- class discussion
XIII. Summary and Evaluation.
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