What to Do When the Going Gets Tough

"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.

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

WEB

Course Overview|Lesson Overview| - recognize the importance of developing skills to deal with the common pressure points in negotiation.|Time| - identify the strategies to deal with the time pressures common to negotiations.|Information| - identify the methods to deal with information pressure points common to negotiation.|Performance under Pressure| - match the negotiation techniques for dealing with pressure situations with appropriate examples.|Lesson Overview| - recognize the importance of developing troubleshooting skills.|Hitting the Wall| - match the strategies for handling impasse, stalemate, and deadlock situations with appropriate examples.|Countermoves| - sequence the steps for countering common challenging negotiating behaviors.|Hard Knocks| - choose the strategies for dealing with hard-nosed negotiators.|Lesson Overview| - recognize the benefits of understanding conflict.|Crossing the Line| - differentiate between the four types of dispute resolution.|The Last Word| - identify methods to develop clear, concise, binding agreements.|Lesson Overview| - recognize the importance of making a commitment to a win-win negotiating approach.|Sticking to Win-win| - choose the ways to stay committed to win-win outcomes.|Step Up to the Challenge| - sequence the steps of breakthrough negotiating.|

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