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Creating Desirable Outcomes in Negotiations and Conflicts - Open Course

Foundations of Negotiations and Conflicts

Welcome and Overview
Video: The Gift of Being Wrong (6:10)
Article: Response to Conflict
Exercise: The $20 Split
Article: Ladder of Inference
Video: Recognizing When the Conversation Changes (6:28)
Exercise: Self Assessment
Review Quiz
Application: What Did I Learn?

Best Practice: Think Relationally

Video: Positional vs. Principled Negotiation (5:20)
Case Study: Focus on Interests, Not Position
Video: Make It Safe (5:31)
Video: Behavioral Preferences (14:47)
Exercise: Negotiating DISC Style
Video: Learning From Cross Cultural Negotiations (5:35)
Exercise: Negotiating Across Cultures
Review Quiz
Assignment: Strengthening A Relationship
Application: What Did I Learn?

Pursue Mutual Gain

Video: Better Together (5:26)
Article: Methods for Creating Options
Exercise: Circle Chart Solutions
Video: Communicating the Path Forward (5:36)
Video: Implementation Matters Most (5:48)
Case Study: Ugli Orange
Review Quiz
Assignment: Circle Up
Application: What Did I Learn?

Know When To Say No

Video: The Power of BATNA (5:33)
Exercise: Who Has the Best BATNA
Article: Dealing with Unprincipled Negotiators
Video: Lessons from a Hostage Negotiator (3:49)
Video: Navigating Messy Situations (4:46)
Case Study: Stuck in the Middle
Review Quiz
Assignment: Developing Team Practices
Application: What Did I Learn?

What's Next

Case Study: High Stake Learning
Article: One Last Look at the Model
Call to Action
Coaching Session

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