The course is aimed at developing analytical and communication skills critical to successful negotiations.  Participants will learn about key components of negotiation and role-play in negotiation scenarios, including post-negotiation documentation and evaluation. The course combines both theoretical knowledge of leading negotiation scholars and practical experience through learning-by-doing. Course participants will engage in negotiation activities, negotiation simulations, group discussions and competency-building assignments.

Course Objectives

After completing the course, participants should be able to:

• Define the phases and key elements of the negotiation process.
• List the roles and functions in negotiation teams identifying the skills required to organize, manage and/or lead negotiation teams
• Differentiate between negotiation styles and models.
• Identify the Zone of Possible Agreement (ZOPA) in negotiations.
• Explain the functions of the Best Alternative to a Negotiated Agreement (BATNA).
• Formulate a negotiation strategy and apply appropriate tactics to achieve a win-win outcome.

Competency Alignment

Globalization, Governance, Operational and Strategic Performance, Policy and Politics, Relationships and Research and Evaluation

Course Information

Instructor(s): Nancy Coldham, MAIIC, Hon. BJ
Course Dates: Coming Soon
Delivery Method: Blended
Cost: $50 | Free for Members
Pathway: Governance & Leadership
Program Credit: 1
CEs: 16.8