Getting to Yes: Negotiating Agreement Without Giving In
Total CE Credit Hours: 8
Course Info URL: http://www.ce-credit.com/courses/100951
This course will soon be terminated. It expires in 7 days.
To complete this course for credit, your exam must be successfully completed by Aug 30, 2019.
About the Course:
Getting to YES offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict — whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution, from domestic to business to international, Getting to YES tells you how to separate the people from the problem, focus on interests, not positions, work together to create options that will satisfy both parties, and negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to “dirty tricks.” According to the National Institute for Dispute Resolution Forum, “Getting to YES has an unrivaled place in the literature of dispute resolution. No other book in the field comes close to its impact on the way practitioners, teachers , researchers, and the public approach negotiation.”
1991 / 2nd edition
This course is recommended for mediators, arbitrators, negotiators, attorneys, psychologists, counselors, teachers social workers, nurses and others who seek knowledge about negotiation strategies which have proven effective in every form of conflict. It is appropriate for all levels of participants’ knowledge.
Apply a step-by-step, proven strategy to coming to mutually acceptable agreements.
Distinguish between positions and interests in negotiations.
Distinguish between “hard,” “soft” and “principled” negotiation.
Define the limitations of principled negotiation.
List and explain the four propositions of principled negotiation.
Describe options for negotiating in the face of a power imbalance.
Explain how to handle “dirty tricks” from the “hard bargainer.”
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