Win-Win Negotiations: Beyond the Numbers
Join this session to think broadly about negotiation planning, foster long-term mutually beneficial relationships and prevent negotiation paralysis. | Self-Paced Virtual Training | Beginner - Intermediate | 1.5 CPE/CLP | 90 minutes | $55 member/$69 non-member
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:
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: