There are no prerequisites.

Course Description

This course emphasizes the prevalence of negotiations in our professional and personal lives, while introducing the rampant plague of 'negotiaphobia.' Negotiaphobia is not something we simply have to live with and work around; instead, it is something we can work through and treat. In this course, authors Don Hutson and George Lucas provide a simple three-step treatment process that can help you enhance your negotiation skills and confidence. In addition, this course gives you hands-on tools to facilitate cooperation and collaboration while showing you how to match various negotiation strategies to specific situations. Finally, you will learn why concessions are more effective than one-sided accommodations. This course will provide you with practical and effective strategies for reaching agreements in a flexible and creative way.


Don Hutson, CSP, CPAE

After becoming the most successful salesperson in a national training organization, Don Hutson, CSP, CPAE, established his own training firm and was soon in demand as a professional speaker. Don is a member of the prestigious Speakers Roundtable and was elected by his peers to the presidency of the National Speakers Association (NSA). He received the NSA’s coveted Cavett Award in 1986 and was also inducted into the NSA’s CPAE Speaker Hall of Fame.

Don is the CEO of U.S. Learning, LLC, and the chairman of Executive Books. Don is the author or coauthor of 12 books, including best sellers The Sale, The One Minute Entrepreneur, and The One Minute Negotiator. In addition, he’s been featured on both PBS and Fox News.

George Lucas

George Lucas, PhD, has been a valued resource to organizations as a speaker, trainer, consultant, and coach for over 30 years. He’s the author and coauthor of several successful books, including The One Minute Negotiator: Simple Steps to Reach Better Agreements, a New York Times and Wall Street Journal international best seller he coauthored with Don Hutson (foreword by Ken Blanchard). This widely acclaimed, entertaining, and informative parable-style book has already been translated into over 20 languages.

George held field sales positions with both American Hospital Supply Corporation and Pitney Bowes. He received his MBA and PhD in business administration from the University of Missouri, and subsequently held faculty positions at Texas A&M and the University of Memphis. During his time at Texas A&M, he was a founding faculty member of the internationally acclaimed Center for Retail Studies. He was recognized as a top professor in executive and international MBA programs. While at the University of Memphis, George was a lead faculty member on the development of the first MBA-level B2B negotiation skills course in the United States.

George is currently the director of Coaching and Learning at Schul Baker Partners in Dallas, Texas, and a member of the board of directors for U.S. Learning, Inc., headquartered in Memphis, Tennessee. His vast list of clients includes top firms in the risk/insurance, agribusiness, manufacturing, and distribution industries. In addition, George writes self-study courses for Western CPE.

Course Specifics

Mar 15, 2016
There are no prerequisites.

Compliance Information

Qualifies for CA Fraud: No

Learning Objectives

Upon successful completion of this course, participants will be able to:

Section 1

  • Recognize the importance of negotiations.
  • Recall the nature of negotiations and why people experience 'negotiaphobia.'
  • Identify the EASY one-minute drill to help with negotiation skills.

Section 2

  • Cite the limitations of compromise and know when to use it.
  • Recall the four viable negotiation strategies and when they should be used.

Section 3

  • Identify the positive aspects of a proactive strategy, discuss how to use leverage in a negotiation, and build the knowledge aspect of this dynamic.
  • Recognize how to properly select the best negotiation strategy based on the situation at hand and how to improve capabilities in the aspects of competition and collaboration.

Section 4

  • Cite how to build a negotiation position around the three levels that should be used in planning for any issue and differentiate between when an accommodation is made and when concessions are taking place.
  • Recognize the three categories of negotiation chips and how they can be utilized by both sides in a negotiation.

Choose Your Preferred Format

Online Access

Get immediate access to a robust collection of learning and reference materials, allowing you to dive deep into the information you need. Our self-study materials are authored by top-quality, industry experts who focus on helping you grasp concepts quickly using real-life examples. Download your CPE to any device, and take it with you so you can learn when and wherever you want. Complete your CPE with an online exam, and enjoy instant grading with the option to print your certificate immediately upon passing.

online access
Hard Copy

Our self-study materials are authored by top-quality, industry experts. You’ll receive a bound notebook of all the course materials, shipped to you within one business day. In addition, you’ll also have full online access. Each self-study package includes a robust collection of learning and reference materials to help you cover the information efficiently and put it into practice immediately.

hard copy
Self-Study Video

Experience high-quality instruction with our Self-Study Videos, available to you 24/7. With more than 80+ videos currently in the Western CPE Self-Study Video library, you can see and hear our expert instructors deliver the information you need in a dynamic way that allows you to immediately apply your learning. Unlike a live course or webcast, you can complete the course on your own time, playing and pausing as needed. Self-Study Videos allow you to complete your CPE requirements on your own time.

hard copy

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