When the Going Gets Tough

Overview/Description
 "It is common sense to take a method and try it; if it fails, admit it frankly, and try another. But above all, try something." Franklin D. Roosevelt spoke these words of wisdom. Negotiating can be challenging, especially when the stakes are high. It's possible to be suddenly stopped in your tracks when an event or circumstance sends the whole deal reeling. Have you ever been involved in a tough negotiation? How did you handle it? Moving past the glitches in negotiation requires savvy and an ability to stay focused on your ultimate goal no matter what it takes to get there. This course explores ways to navigate around the potholes, barriers, and hurdles that may appear during negotiation. You'll discover methods of dealing with them rather than avoiding them or being sidetracked by challenges. In addition, you'll examine the basics of third-party intervention and fostering good will.

Target Audience
 Managers, supervisors, team leaders, and other experienced business professionals

Expected Duration
2.5 hours

Lesson Objectives:

Pressure Points

  • recognize the importance of developing skills to deal with the common pressure points in negotiation.
  • identify the strategies to deal with the time pressures common to negotiations.
  • identify the methods to deal with information pressure points common to negotiation.
  • match the negotiation techniques for dealing with pressure situations with appropriate examples.

    • Troubleshooting

  • recognize the importance of developing troubleshooting skills.
  • match the strategies for handling impasse, stalemate, and deadlock situations with appropriate examples.
  • sequence the steps for countering common challenging negotiating behaviors.
  • choose the strategies for dealing with hard-nosed negotiators.

    • The Bottom Line

  • recognize the benefits of understanding conflict.
  • differentiate between the four types of dispute resolution.
  • identify methods to develop clear, concise, binding agreements.

    • Breakthrough Negotiation

  • recognize the importance of making a commitment to a win-win negotiating approach.
  • choose the ways to stay committed to win-win outcomes.
  • sequence the steps of breakthrough negotiating.

    • Course Number: COMM0506