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COURSE INFORMATION

Negotiation Skills

CBA/DBA Course

Almost all jobs require some negotiation skills. The most successful negotiators are good communicators and are recognizably fair. They understand when to make demands and what they can give away. Without good negotiation skills, many business and managerial developments will not progress resulting in strained working relationships. This course provides the skills you need to become an effective negotiator.

This course will enable you to develop more effective negotiation skills in your work settings. It is particularly suitable for managers who would like to improve the negotiating aspect of their work, or who are becoming more actively involved in negotiating roles. You will explore stages of negotiation and a variety of negotiation techniques, as well as alternatives to negotiation through activities, including case studies and scenarios.

Objective

By the end of your studies, you should be able to:

• explain what negotiation is

• understand what the alternatives are and when they may be appropriate

• recognize that negotiation can be looked on as a process of trading

• know the stages of negotiating and have considered how to prepare for these

• know how to analyze where power lies in a negotiation process

• appreciate that there are suitable ways to deal with difficult people during negotiations.

The strong link between course learning and your work practice creates relevant, enduring and transferable outcomes.

 

The course is suitable for persons in all types of organizations, including for profit and non profit (government, not for profits, crown corporations and agencies, education, etc.) The course will be of high interest to

• all levels of managers in large organizations,

• persons who have a management role in smaller organizations,

• organizations seeking to improve team working relationships, and

• any person who wants to improve their personal negotiations skills.

 

Format

On Campus

This course is normally 13 weeks in duration and consists of one three-hour class per week. Classes are customarily held on campus on weekdays from 7:00pm to 10:00pm. This schedule may vary, depending on class format and location.

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