Negotiation Skills
Negotiation is a fundamental aspect of life, often used in various aspects such as business, government, and family. It involves back-and-forth communication to reach an agreement when interests are shared and opposing. However, standard negotiation strategies can leave people dissatisfied, worn out, or alienated.
About This Course
01
People often find themselves in a dilemma between two ways: soft or hard. Soft negotiators seek amicable resolutions, often making concessions to avoid personal conflict, while hard negotiators view situations as contests of wills, with the more extreme positions often winning. There is a third way to negotiate, neither hard nor soft, but rather both hard and soft.
03
The Harvard Negotiation Project developed the method of principled negotiation, which focuses on deciding issues on their merits rather than through a negotiating process focused on what each side says it will and won't do. This method suggests looking for mutual gains wherever possible and insisting that the result be based on fair standards independent of the will of either side. Principled negotiation is hard on the merits, soft on the people, and employs no tricks or posturing. It enables individuals to obtain what they are entitled to while still being decent and protecting them against those who would take advantage of their fairness.
02
This training teaches the method of principled negotiation, which is used by United States diplomats in arms control talks with the Soviet Union, Wall Street lawyers representing Fortune 500 companies in antitrust cases, and couples in deciding various matters.
04
The basic elements of principled negotiation remain unchanged, and it can be used regardless of the number of issues, parties, or experience level of the other side. It is an all-purpose strategy that becomes easier to use if the other side learns this method. Attending this training can make it even more beneficial for both parties involved in negotiations.
