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(PSL) Negotiating Skills for Surface

October 8, 2008

Time: 09:00 - 16:00
Location: CAPL Office Suite 1600, 520 5th Ave SW

CAPL, along with Calgary based Conflict Solutions is pleased to offer a course entitled Negotiation Skills for Surface Land Agents.  In this course, we will examine the following:

The common struggle we often experience between meeting our substantive needs in the negotiation while maintaining or improving the working relationship.

A review of the impact our "mindset" and "assumptions" have on the way in which we interact with the other party during a negotiation.

A review of traditional "Positioning Bargaining" and a comparison with the more effective "Interest Based Negotiation".

Introduction and explanation of a template format which can be applied to prepare for the negotiation, provide structure during the actual negotiation and provide an evaluation tool for the session debriefing.

An examination of the elements contained within the negotiation, which include:  Alternatives, Interests and Concerns, Options, Benchmarks, Standards and Commitment.

Stragegies for dealing with aggressive and more difficult negotiators and tools for addressing that behaviour.

This workshop also provides a number of interactive industry related negotiation scenarios during the day that allow the participants an opportunity to apply the skills learned during the early stages of the workshop.