Win/Win Negotiations

Description

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"?
    a. Short lecture
    b. Class discussion

III. Elements of "Win/Win" Negotiations
    a. Short lecture
    b. Small group discussion
    c. Class discussion

IV. Gathering Information
    a. Individual activity
    b. Small group discussion
    c. Class discussion

V. Developing Consensus 
    a. Small group activity
    b. Class discussion

VI. When Should We Use Win/Win Negotiations?
    a. Small group activity
    b. Class discussion

VII. Summary and Evaluation