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DePaul University

Negotiation Strategies and Skills Certificate Program

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Description

In this program, you will learn the theory and practice of effective negotiations, which can lead to positive outcomes and preserve relationships. You’ll learn important skills that will make you an effective negotiator, including how to distinguish between needs and interests and how to communicate and deal with difficult people. During the four-week course, you’ll observe people successfully implement these principles and practice your own skills through negotiation simulations.

Benefits

You’ll gain dynamic communication skills that will help you become an effective negotiator.

Topics

  • Distinguishing positions from needs and interests
  • Communication skills (effective questioning skills, listening skills, and reading body language)
  • Dealing with difficult people (effective recognition and use of emotions, empathy and anger management)
  • Selection and use of standards, rather than power, when needs and interests do not lead to mutually agreeable solutions

Syllabus

Week 1

  • Introductions
  • Introduction to effective conflict management
  • Discussion of distributive vs. competitive negotiations

Week 2

  • Introduction and discussion of interest based negotiations
  • Effective listening and questioning skills
  • Using positive power
  • Generating options

Week 3

  • Dealing with difficult people
  • Preparation time for interest based negotiation simulation

Week 4

  • Interest based negotiation simulation and debrief
  • Using the skills and strategies discussed in previous classes

Who should attend

  • Attorneys in public or private practice
  • Managers of corporations of all sizes
  • Union representatives
  • HR professionals
  • Owners and managers of small businesses
  • Consultants
  • Other professionals

Experts

Robert Perkovich, a member of the National Academy of Arbitrators, is an arbitrator and mediator specializing in labor-management and employment disputes. In that capacity he has served in disputes arising in numerous industries and involving such issues as discriminatory or improper discipline ...
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