Effective Strategies for Collaborative Negotiation
Don Hutson & George Lucas
Copyright^© 2011

Course: 6111133   Version 1108

Proficient negotiators never stop learning. They are always engaging in self-coaching to better understand what is working and not working, and to avoid slipping into bad habits. This course will help you to hone your negotiation skills by teaching active listening skills, guidelines for successful question construction, and how to use redirection and discipline to steer meetings toward a successful collaborative result.  Once comprehensive discovery in place, you’ll then learn how to use the appropriate people and resources to create an environment in which meaningful change can occur. When all sides of the table understand the value of collaboration and how to do it, the sky is the limit for any relationship.

• Section 1
• Explain the two types of mindsets that are compatible with collaboration.
• Use the seven steps involved in active listening.
• Design questions that fill information voids and promote the collaborative process.
• Section 2
• Describe the three levels of need that proficient collaborators must explore.