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Negotiation Skills


Discover influential skills to facilitate productive and lucrative solutions. Learn to state your case while respecting the views of others. Lead constructive conversations and reach fair agreements.


Today's professionals spend as much as 60% of their time in situations where negotiation and resolution skills are required for optimal results. This critical skills program prepares you for the daily responsibilities faced in negotiating for positive results.


  1. Introductions and logistics
  2. Application teams and team "work"
  3. Objectives
  4. Definition of win-win
  5. Parking exercise
  6. Identifying negotiation styles
  7. Useful negotiation skills
  8. The concept of BATNA
  9. Concessions and positive exchanges
  10. Are you ready to negotiate?
  11. Check list
  12. Case study - applying the strategy
  13. Wrap up

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Benefits and Learning Outcomes

  • Use influential skills to facilitate productive and lucrative solutions
  • Understand the elements of your natural preferences and how to leverage them and avoid potential pitfalls
  • Recognize the various ways others approach negotiations and conflict, and communicate effectively with them
  • Apply knowledge related to the nature of conflict and the negotiation process

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Course Outline/Topics

I. Definition of Win/Win
A) Parking Exercise
B) Identifying Negotiation Styles
C) Useful Negotiation Skills

II. Listening Skills
A) Assessment
B) Listening Skills Steps
C) Types of feedback

III. Concessions and Positive Exchanges
A) Key questions regarding concessions
B) Key considerations in making concessions
C) Guidelines for making positive exchanges

IV. The Concept of BATNA
A) Are you ready to negotiate?
B) The art of haggling
C) References and Resources

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This program can be applied toward the:

"This course provided an excellent balance of content and hands-on learning opportunities."
Teri Collins, Independent Consultant

Tue., Sept. 22
Location: UWM School of Continuing Education (Click link for directions)
Instructor: Rodney (Buck) Hillestad
$345: Register by Tue., Sept. 8
$395: Register on or after Wed., Sept. 9 Discount Available
Enrollment Limit: 30
Program No. 5050-8160
Register Now
For more information, contact:
Jan Allen, Director, Business & Management,, 414-227-3219, 888-947-9947


Comments on this Program
"Got the class involved and made the topic fun--not just lecture."
Laurie Nelson, Project Manager,
Schwarz Pharma

Project Management Certificate
These courses can be used towards the Project Management Certificate.
Learn More