Negotiating for Joint Gain

Overview

GSA Competencies and Levels

Influencing/Negotiating: L2, L3

Persuades others to accept recommendations, cooperate, or change their behavior; works with others towards an agreement; negotiates to find mutually acceptable solutions

Source: CHCO Council Financial Management Competency Study

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"The process of inflencing/negotiation brings together skills developed through creativity, team work, relationship building, and adaptabilty. Key concepts for any negotiation include:

• Planning
• Understanding vs. Convincing
• Situation Complexity
• Moving others to “yes”

Once the key concepts are learned, students will attempt to negotiate a complex deal concentrating on the more on the process and not the outcomres. Students will learn not just what is happening in the negotiation but why, so that they can take those competencies back to their jobs and their day-to-day conflicts that must be continually resolved. "