Course Description
Negotiations (APPEL-NG)
Audience
This course is designed for NASA’s technical workforce, including systems engineers and project personnel developing the competencies required to succeed as a leader of a project team, functional team, or small project.
Goal
This two-day workshop identifies and develops the negotiating and bargaining skills necessary to successfully execute a win-win negotiation. Thorough instruction is provided on how to develop negotiating skills that promote effective leadership.
Learning Methods
This is a highly interactive workshop that uses a variety of instructional methods. Methods include tailored case studies, interactive facilitation, Q&A sessions, and other nontraditional techniques. You will participate in increasingly demanding negotiations and use impact and influence skills to persuade others to agree in both one-on-one and team exercises.
Specific Objectives
Upon completion of this course, participants will be able to:
- Achieve creative, mutually satisfactory “win-win” solutions.
- Analyze available negotiating tactics and select strategies that can move the situation to your advantage.
- Establish and maintain a positive negotiating climate and effectively handle emotional situations.
- Overcome impasses by structuring creative options.
- Set desired outcomes, goals, bottom line targets, and alternative outcomes and options.
- Understand the difference between positions, interests and fears.
- Overcome your natural reluctance to negotiate and reduce your stress levels in the negotiation process.
- Use creativity and value-based negotiating to help achieve successful closure.
- Understand how to manage ego and trust issues.
- Effectively manage team / staff negotiating situations.
Notes
This course is registered by the Project Management Institute (PMI) for 7 Professional Development Units (PDUs). PMI Course ID: NEG017
