Recognize and understand interests, positions, and needs of the two sides
Use expressions for making assertions, positions, denials, agreement and disagreement
Analyze language to recognize reframing and restructuring in negotiation
Create a strategy that includes reframing and restructuring to support your position
Analyze language to recognize collaborative and competitive strategies
Create a strategy that includes language for collaborative and competitive strategies
Understand and strategize for high- and low-context cultures in a negotiation
Use appropriate language forms to make proposals, state positions, and identify interests of participants in the negotiation
Negotiation Process Objectives
Understand and describe the definition of and purpose for negotiation
Know how to establish a tone for negotiation through understanding the distinction between competitive bargaining and collaborative problem solving
Understand participant roles and stakeholders in a negotiation
Identify, analyze and strategize for various roles and relationships in the negotiation process
Understand and use various leverage strategies in the negotiation process
Conflict/Issue Objectives
Research the conflict/issue, the problem(s) to be negotiated, the stakeholders and relationships, positions and interests, data to support positions and interests
Analyze a conflict or issue
Learn and use vocabulary related to the conflict/issue
Use the analysis to strategize for a negotiation process, style and approach
