VPP 607

Course VPP 607 – Negotiations and Influence

Course Description

Most people carry incorrect assumptions about how to manage a two-party negotiation, and many avoid conflict altogether — inhibiting their ability to maximize value. This course corrects those assumptions while building participants' comfort across negotiation and conflict-management situations ranging from simple change orders to complex, multi-issue strategic relationships, progressing from comfort with conflict and the fixed-pie bias, through planning to negotiate and knowing your counterpart, to managing the process in real time.

Course Objectives/Key Competencies

• Getting comfortable with conflict instead of avoiding it
• Planning deliberately before a negotiation begins
• Reading a counterpart accurately, without assumptions
• Managing the live process — emotion, pace, and pressure — in real time

Key Competencies: Strategic readiness; Critical thinking: Resource management; Bureaucratic agility; Talent management