Effective Negotiation SkillsCore Objectives
- To develop a strategic framework for negotiations (the 3D framework)
- To understand the various elements of the three dimensions of the framework
– Designing the Settlement
– Setting the Context
– Engaging in Effective Tactics
- To understand how the concepts of anchors, framing and the principles of persuasion are critical to effective negotiation tactics
- To understand what “win-win” negotiation means and how to create such a situation when designing a settlement
- To understand the underlying contextual reasons for unequal power in negotiations and ways for the weaker party to manage the lack of power, and
- To understand the Challenges of, and solutions to, Multiparty-Multi items negotiations.