Communication and Negotiation

Learn how to manage difficult conversations and create inclusive and interest-based resolutions used by experienced negotiators across all industries.

In this course, you will successfully develop the necessary communication strategies to identify barriers, adapt to navigating dirty tricks introduced in a negotiation, and differentiate between judging, assuming and describing statements. 

You can also expect to learn these points in Communication & Negotiation: 

• Active listening, reframing and communication 
• Understand conflict styles and your personal style 
• Identify positions, issues and interests used in principled negotiations 
• Describe the physiological response to anger 
• Effective negotiation skills

Learning Outcomes:

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

• Describe five conflict styles, including one's preferred style, and identify situations in which each is most appropriate.
• Exhibit self-awareness to be able to recognize the assumptions, perceptions, judgments, emotional reactions, and biases that influence one's perspective.
• Demonstrate the use of active listening skills, including paraphrasing, open questioning, reflecting feelings, probing, empathizing, and reframing to clarify and increase understanding.
• Speak assertively to disclose one's own perspective and provide feedback, set limits, or disengage as necessary.
• Understand the anger arousal cycle and learn strategies to defuse anger.
• Prepare for a negotiation by identifying the positions, issues, interests and BATNAs of each party.
• Conduct a negotiation using a six-phase understanding-based model, to set the stage, identify what is to be resolved, explore what is important for each party, create possible options, test the options back against the interests of each party, and develop an action plan to execute a resolution.
• Understand the ethical considerations underpinning any principled negotiation.
• Deal with dirty tricks that may arise in a negotiation.