Recoded on 09/14/23

Description: 

Coming to a deal is about more than the numbers. Successful negotiators recognize a wide array of considerations that can work together to create a win-win. These include cashflow, time, performance periods, relationship building and opportunities. Join this session to think broadly about negotiation planning, foster long-term mutually beneficial relationships and prevent negotiation paralysis. The discussion will consider real-world examples centered around major weapons systems negotiations that did and did not consider the bigger picture. In some cases, negotiators won a short term “battle,” but lost a longer term “war.”

Level of Difficulty:

• Beginner to Intermediate

Presenter:

• Thomas Robinson, Professor, Consultant, Air Force SES (Ret.) United States Air Force

CMBOK Competencies

• 1.6 Team Dynamics
• 1.7 Communication and Documentation
• 3.2 Plan Negotiations

Credits:

•  1.5 CPE/CLP credits for participation

Cost: 

• $55 member/ $69 non-member

Course Access:

•  After registration, to access your course, visit My Virtual Training. 
•  *Note: you must be logged into your NCMA profile to access your courses on My Virtual Training.