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.

Negotiation Skills and Strategies also counts as an elective towards completing the Integrated Marketing Communications Certificate Program.

Programs Associated with this Course

• Certificate in Negotiation Strategies and Skills
• Certificate in Integrated Marketing Communications

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

 

Benefits

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

Topics/Syllabus

 

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

 

FAQ

Do I get DePaul credit for this class?
No, but some DePaul CPE courses have been approved for CEU credits. This is a professional education class with different requirements than courses taken for academic credit.

How big is the class?
Class size is limited to allow for a more interactive environment in the classroom. Most classes have fewer than 20 students.

Will I have to write papers and take exams?
While the assignments differ for each instructor and course, you will be assigned non-graded homework and receive feedback on each of your assignments. Some courses also include in-class presentations.

What are the requirements for the Integrated Marketing Communications Certificate?
To receive the IMC certificate, students must successfully complete three required courses and two elective courses plus one seminar. Follow the link to learn more about the IMC Certificate and review the list of courses.

What is the difference between a certificate and a certification?
A certificate is earned after completion of a course or a series of courses. Certificates are usually awarded by a training provider or an educational institution. Certification typically includes an experience, an educational component and requires passing an exam. Certifications are awarded by governmental and/or professional agencies and often require recertification to remain certified.