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Course Description
Negotiations (APPEL-NG)
Audience
This course is designed for members of NASA's technical workforce, including systems engineers and project personnel, who seek to develop the competencies required to succeed as a leader of a project team, functional team, or small project.
Goal
This two-day workshop identifies and develops the negotiating and bargaining skills necessary to successfully execute a win-win negotiation. Thorough instruction is provided on how to develop negotiating skills that promote effective leadership.
Learning Methods
This highly interactive workshop uses a variety of instructional methods. Methods include tailored case studies, interactive facilitation, Q&A sessions, and other nontraditional techniques. Participants will take part in increasingly demanding negotiations and use impact and influence skills to persuade others to agree in both one-on-one and team exercises.
Specific Objectives
Upon completion of this course, participants will be able to:
- Construct creative, mutually satisfactory "win-win" solutions.
- Analyze available negotiating tactics and select strategies that can move the situation to your advantage.
- Establish and maintain a positive negotiating climate and effectively handle emotional situations.
- Overcome impasses by structuring creative options.
- Set desired outcomes, goals, bottom line targets, and alternative outcomes and options.
- Relate the difference between positions, interests, and fears.
- Overcome natural reluctance to negotiate, and reduce stress levels in the negotiation process.
- Use creativity and value-based negotiating to help achieve successful closure.
- Recognize how to manage ego and trust issues.
- Effectively manage team/staff negotiating situations.
Competencies and Technical Areas Addressed
- Acquisitions Management
- Contract Management
- Leadership
- Team Dynamics and Management