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In today's environment, a leader's span of control is sometimes at odds with their expertise and resources available. Therefore, your ability to effectively negotiate will help foster collaborative working relationships, save money, and ultimately get what you need (and sometimes want) while achieving mission objectives.
In today's environment, a leader's span of control is sometimes at odds with their expertise and resources available. Therefore, your ability to effectively negotiate will help foster collaborative working relationships, save money, and ultimately get what you need (and sometimes want) while achieving mission objectives.
After this lesson, you should be able to:
After this lesson, you should be able to:
Give examples of the use of negotiation strategies and their impact on mission effectiveness
Give examples of the use of negotiation strategies and their impact on mission effectiveness
Differentiate between integrative and distributive types of negotiations
Differentiate between integrative and distributive types of negotiations
Demonstrate negotiation skills in a simulated situation
Demonstrate negotiation skills in a simulated situation
Lesson Intent:
Lesson Intent:
The Negotiations lesson is intended to build students confidence and expand their mindsets on the fundamental terms, phrases, and frameworks as it relates to negotiating various problems.
The Negotiations lesson is intended to build students confidence and expand their mindsets on the fundamental terms, phrases, and frameworks as it relates to negotiating various problems.
Student Preparation:
Student Preparation:
Lesson Reference(s):
Lesson Reference(s):
Bazerman, M. H. & Lewicki, R. J. (1983). Negotiating in Organizations. Beverly Hills, CA: Sage.
Bazerman, M. H. & Lewicki, R. J. (1983). Negotiating in Organizations. Beverly Hills, CA: Sage.
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