This course is FREE with an Online Subscription

Course Description

Your ability to negotiate effectively and achieve your goals is the key to business and personal success. The course teaches you to become more effective in influencing others by learning powerful negotiation skills to choosing the right questions to ask and building relationships to attain win/win outcomes.

People negotiate on a regular basis throughout their professional life with colleagues, managers and customer/clients, and in their personal life with family and friends.

Win-win negotiation requires ‘back and forth communication’ to resolve the issue from the perspective of all parties to reach a mutually acceptable agreement.


At the end of this course, you will be able to:

  • Apply the Harvard principles of collaborative negotiation

  • Apply an appropriate negotiation attitude to a situation

  • Understand the Third Side in negotiation or 'Going To The Balcony'

  • Implement all stages of negotiation that include preparation, interaction, close and review

  • Prepare for negotiation incorporating both sides of the case and apply a range of tools

  • Implement logistical considerations for negotiations Interact during negotiation that entails establishing rapport between parties and considering power positions

  • Define the problem in terms of needs, brainstorming possible options, and select the solution that will meet the needs of both parties

  • Design and implement an action plan for the negation outcome

  • Evaluate the success of the negotiation process and consider learning points for future negotiation

  • Apply strategies to handle the hidden agenda of the negotiation, when the other party does not live up to their part of the bargain and when unfair tactics are used


Audience

Anyone who is seeking to negotiate situations to attain win/win outcomes. These skills are beneficial for your future career, but can also be helpful in the classroom, and during staff and team meetings.

Teaching Standards

6.4.2 Proficient Level - Engage in Professional Learning - Apply professional learning and improve student learning: Undertake professional learning programs designed to address identified student learning needs

7.4.2 Proficient Level - Engage professionally with colleagues, parents/carers and the community - Engage with professional teaching networks and broader communities: Participate in professional and community networks and forums to broaden knowledge and improve practice




$285 + GST - Individual Enrolment


FREE with  Online Subscription

Course Curriculum

  • 1

    Welcome

    • Welcome

    • About Course Author

    • Our Approach to Learning

    • The Path to Future Success™

    • About the Course

    • Activity—Goals and Program Survey

  • 2

    Elements of Negotiation

    • Definition and Principles of Negotiation

    • Aim of Negotiation

    • Negotiation Attitudes

    • Activity—Reflect: How does Negotiation Fit into Your Life?

    • Negotiation Styles: Competitive and Collaborative

    • Four Elements of Principled Negotiation

    • Activity—View a Video: The Harvard Principles of Negotiation

    • "The Third Side" in Negotiation or Going to the Balcony

    • Activity—Reflection: Taking the Third Side

    • Tips for Gaining Perspective on a Conflict Situation

  • 3

    STAGE 1—Preparing for the Negotiation

    • Introduction to the Stages of Negotiation

    • Activity—View a Video: Planning for Negotiation

    • Preparing for the Negotiation

    • Resources That Can Assist You in Planning Your Negotiation

    • 1. Mapping the Conflict

    • Steps in Mapping the Conflict

    • Activity—Plan Your Negotiation and Map a Specific Conflict

    • 2. SWOT Analysis

    • Activity—View a Video: A Personal SWOT Analysis

    • Activity—Explore Your Personal SWOT Analysis

    • 3. Best Alternative to a Negotiated Agreement (BATNA)

    • 4. Worst Alternative to a Negotiated Agreement (WATNA)

    • 5. Zone of Possible Agreement (ZOPA)

    • Activity—Analyze the Situation

    • Activity—The Approach of the Other Party

    • Consider Power Positions Prior to Negotiation

    • Logistical Considerations for Negotiation

    • Seating Arrangements in Negotiation

    • Activity—View a Video: Setting the Stage

    • Activity—View a Video: Effective Collaboration

    • Additional Logistical Considerations

    • Activity—Putting Your Plans Together

  • 4

    STAGE 2—Interacting in the Negotiation

    • Introduction to Interacting in the Negotiation

    • 1. Opening Your Negotiation

    • Activity—Write Your Opening Statement

    • 2. Build Rapport

    • Activity—View a Video: Cultivating Collaboration During Negotiation

    • Activity—View a Video: How to Negotiate

    • Activity—View a Video: The Negotiation Between Disney and Lucasfilm

    • Enhance Negotiation Style to Handle Conflict

    • 3. Define Problems in Terms of Needs and Concerns

    • 4. Generate Options

    • 5. Select Options

    • 6. Develop an Action Plan

  • 5

    STAGE 3—Closing the Agreement

    • 1. Form a Written Agreement and Develop the Action Plan

    • 2. Plan a Review Process

    • 3. Evaluate the Negotiation Process

    • Activity—Reflect on Your Negotiation Skills: Personal Case Study

    • Activity—Your Review and Development in Negotiating Difficult Situations

    • Activity—Practice Your Negotiating Skills and Receive Feedback from an Observer

    • What Happens When the Other Party Does Not Live Up to Their Part of the Bargain?

    • Unfair Negotiation Tactics

    • Ideas on How to Manage Unfair Tactics During Negotiation

    • Activity—Video a Video—11 Tips for Negotiating a Successful Win/Win Outcome

    • Activity—Revisit How Negotiation Fits into Your Life

  • 6

    Conclusion

    • Conclusion

    • Activity—Write Your Action Plan

  • 7

    Course Feedback

    • Please take few minutes to give us your feedback

Do you teach in NSW? If so, this is relevant to you:

This course may contribute towards Elective PD hours. Visit https://educationstandards.nsw.edu.au for more details.

 

Presenter

Leah  Shmerling

Leah Shmerling

Leah is a specialist in career coaching, corporate training, academic teaching, vocational training, and retirement planning, with numerous books, articles and accredited courses to her name. As a freelance journalist, she has written for 'The Age' and she is a former columnist for 'The Herald Sun'.

Leah holds a Master in Professional Education and Training, Graduate Diploma in Career Development, several Diploma qualifications in Vocational Educational Training, and Certificates in Life Coaching, Mediation Skills, and Psychodrama. She has international accreditation and is Board Certified as a Career Management Fellow with the Institute of Career Certification, a Certified Retirement Coach with Retirement Options, and a professional member of the Career Development Association Australia (CDAA).

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