FEBRUARY CURRICULUM

NEGOTIATIONS

In this electrifying MODULE, you'll discover why traditional negotiation methods often leave valuable opportunities untapped. Drawing inspiration from the esteemed Harvard program on Negotiations, we'll introduce you to the transformative 3D Negotiations Model. Brace yourself for conquering the "Negotiator's Dilemma" and shattering long-standing negotiation myths. Are you ready to unlock your full potential as a negotiation powerhouse? 

MODULE TOPICS 

  • Introduction to Negotiations 
  • Negotiations From 30,000 Feet 
  • Six Negotiation Truths 

OBJECTIVES 

  1. Consider our personal feelings about negotiation. 
  2. Evaluate organizational practices when negotiating. 
  3. Analyze the six truths of negotiation. 

MODULE TOPICS 

  • Introduction to Negotiations 
  • Negotiation: Bias, Tenets, and Principles 
  • The 3-D Negotiation Approach 
  • HBR Negotiation Research 

OBJECTIVES 

  1. Evaluate the foundational principles of negotiation. 
  2. Assess and integrate the three-dimensional approach to negotiation into your personal negotiation strategy. 
  3. Evaluate the impact of preparation on a successful negotiation. 
  4. Analyze an investigative, situationally aware mentality for use in negotiation. 
  5. Summarize emotional impacts on a negotiation. 

OBJECTIVES 

  1. Apply Case Study Concepts to Real Life Construction Operations and Scenarios that you face everyday in the 21st Century.

MODULE TOPICS 

  • 3-D Negotiation — Strategies 
  • 3-D Negotiation — Problem-Solving Tactics 
  • 3-D Negotiation — “Six Must Do’s” 

OBJECTIVES 

  1. Synthesize the differences between a traditional positional negotiation and a 3-D negotiation approach. 
  2. Evaluate the balance between creating and claiming value. 
  3. Analyze the steps necessary to implement a 3-D approach in negotiations. 

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