Learning Objectives for the 2-Day Negotiate Workshop                         Back To Home Page

- Recognize negotiation as one of several available decision processes.            
- Define negotiation
- Understand that negotiation is appropriate in some circumstances and not in others.
- Identify the four main phases of negotiation.
- Identify the skills applicable to each phase.                                                                                      
- Apply negotiating skills in a variety of circumstances.
- Understand that while each phase is distinct, they are linked by behaviors.
- Identify linking behaviors.
- Understand the sequence of the four phases is not linear, and that it is normal to go   
  forward and backwards through the four phases.
- Identify the percent of time normally spent in debate.
- Prepare a case for negotiation.
- Identify what the negotiation is about and what “they” want.
- Identify their interest.
- Understand how their interests are their motivation for what they want from the issues.
- Recognize the negotiability of issues.
- Prioritize negotiable issues.
- Establish the negotiating range.
- Understand the Entry position and the Exit position.
- Understand why Entry points should be credible and Exit points carefully selected.
- Understand the value of tradables.
- Understand the role tradables may play in facilitating progress.
- Identify how to reduce unnecessary tension.
- Distinguish the difference between open and closed questions.
- Understand summarizing.
- Understand how to recognize signals.
- Identify supportive language.
- Understand the differences between competitive negotiation behavior and co-
  operative negotiation behavior.
- Identify the other negotiators behavior style.
- Understand how to react effectively to the other negotiators behavior style.
- Apply a strategy for dealing with difficult negotiators.
- Identify common negotiation ploys and know how to neutralize them.
- Understand the negotiation principle of conditionality.
- Identify the difference between a tentative suggestion and specific terms for
  settlement.
- Using appropriate tentative language.
- Understand the appropriate application of the assertive conditional format.
- Understand the appropriate application of specific assertive bargaining language.
- Understand how to respond effectively to a proposal or bargain.
- Identify and use three ways to close a negotiation.
- Understand the absolute importance of confirming agreements in a suitable manner.