Dan+Spira

Dan Spira Design Document May 4, 2010


 * Course/Program Title: **
 * The Confident Negotiator **

This course focuses on the knowledge, skills and attitudes needed to successfully navigate high-stakes negotiations, particularly in situations where protecting the relationship with the other party is important.
 * Course goals: **

As a result of this course, the learner will: · Demonstrate an understanding of the qualities of an effective negotiator · Demonstrate an understanding of the dynamics of negotiation and its underlying principles · Use a series of tools and best practices to prepare for a negotiation · Effectively open and control the flow of a discussion · Identify and describe different negotiation tactics, and how to effectively respond to those tactics · Demonstrate an understanding of how to reach agreements and close negotiations effectively


 * Intended audience: **

Participants in the course are generally **corporate employees with client-facing roles **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">, often in **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">sales **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> or **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">account management. **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">

Learner Characteristics: · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Age Range: Varies, participants are working adults, usually 20 years old and up through past retirement age (whatever that is nowadays), otherwise no specific gender or demographic profile · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Work Experience: Varies, anywhere from new hire to 20+ years in business · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Group Characteristics: All participants are individual contributors, usually will specific client accounts assigned to them. Some of the participants also manage others, either directly or indirectly ("dotted line"). · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Managerial or Supervisor Support: This program is sponsored by the business units (usually sales and support) and is considered a key element of employee development. Most of the time there will be limited manager participation in the training process -- participants are expected to learn and practice these skills on their own -- however learners often enroll as intact teams and can therefore support each other during and after the training. · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Learners' prior knowledge of topic: Learners will have a variety of direct experiences in negotiations, both inside and outside of work. For most learners this will be the first time they've studied negotiation as a structured subject in a training course. <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Motivation / Attitude Towards Subject: Learners are generally very interested in this topic, since having strong negotiation abilities is widely considered to be a highly valued "soft skill" in business. <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Relevance of Skills: Negotiation skills have become increasingly relevant, especially as corporate client businesses consolidate into larger entities with procurement departments. Salespeople often faced well-trained negotiators on the client side. <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Self-Efficacy / Confidence Towards Subject: Varies depending on specific prior experiences. Less experienced learners will generally view themselves as "poor negotiators." <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Education and Ability Levels: Learners will generally be college-educated, proficient in written and spoken English, and basic business knowledge that they can use to understand the negotiation scenarios included in this course. <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Learning Preferences (Visual / Auditory / Kinesthetic, etc.) : No specific learning style preferences within the target population. Course will appeal to a wide spectrum of learning styles, where appropriate for specific lessons and materials. <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Attitude Towards Delivery System: Varies. Some learners will be comfortable and familiar with e-instruction, but for many this will be a new experience. <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> · <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Attitude Towards Training Organization: Generally quite good... we come highly recommended. :)

<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Time-bound (6 week) asynchronous course using a CMS: <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">[|http://moodle.ccde.hea.umb.edu/moodle/course/view.php?id=138] <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">The course is divided into 6 lessons, with one lesson being “released” during each week of the course. Expectation from students is to spend 1 – 2 hours per week maximum. <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Note: Corporate sponsor will be asked to ensure that each participant blocks off two 60 minute appointments on their calendar per week, for the duration of this course.
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Delivery Method / Instructional Strategies: **

<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">The Spacing Effect will be employed throughout this program, in order to improve retention while minimizing the “footprint” of the lessons themselves. Job aids and self-directed follow-up exercises will also be provided to participants so they can put what they learn into practice.


 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Instructional materials: **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">

<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">CMS with discussion forums (e.g. Moodle) <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Scheduled webinars / virtual classroom sessions (e.g. Wimba) <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Self- scoring assessment (web-based survey, Thomas-Kilman Conflict Styles) <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Readings (PDFs) <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Podcasts (MP3s) <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Videos (web-based Flash) <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Self-directed follow-up exercises (PDFs) <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Job aids (PDFs) <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 10pt;">

<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">In addition to the six traditional-style instructional objectives (condition, observable behavior, criteria), this course will also have a set of parallel “crypto-objectives” which address the learners internal motivation and self-efficacy... i.e., the steps in the “emotional journey” of this course. These are included in the Goal/Objective section of the tables below. <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">(I’m trying this out as an experiment in blending the rigor of an ISD systems approach with the “warm fuzzies” of accelerated/adult learning theory… you can think of it as an attempt to merge the two UMB INSDSG intro courses, 601 and 602) //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">The goal(s) of this lesson are to have learners: <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* Demonstrate an understanding of some of the strategies used by effective negotiators <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* Get even more excited about topic and activate an image of success. <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">*Address issues of self-efficacy and start process of re-framing low self-efficacy as past (vs. future) behavior
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">Lesson content outline **
 * <span style="color: black; font-family: 'Helvetica','sans-serif';">Topic 1: ****<span style="color: black; font-family: 'Helvetica','sans-serif';">The Qualities of an Effective Negotiator **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Goal/Objectives **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Activities **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||

<span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Upon completion, students will: <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* State in their own words some of the qualities of effective negotiators, compared with ineffective negotiators <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Optional reading / videos // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion forum: “What makes an effective negotiator?” // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Self-reflection: Compare the qualities of an effective negotiator with own behavior in past negotiation situations. // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">YouTube videos // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">PDF: What a Top Negotiator Does // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion forum // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion Forum Rubric //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">The goal(s) of this lesson are to have learners: <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">*  Demonstrate an understanding of the dynamics of negotiation and its underlying principles <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* Gain a greater sense of control over the topic by having seeing the underlying pattern or “flow” of a negotiation situations <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">*Identify where in the flow they possess the greatest strengths, and what areas of the process they wish to improve on further
 * <span style="color: black; font-family: 'Helvetica','sans-serif';">Topic 2: ****<span style="color: black; font-family: 'Helvetica','sans-serif';">The Dynamics of Negotiation **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Goal/Objectives **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Activities **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||

<span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Upon completion, students will: <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">*  //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Explain the fundamental dynamics of negotiation, including the sources of tension between negotiating parties //

<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Identify which of 9 stages a negotiation is in, given a negotiation scenario //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Virtual classroom session // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion forum / self-reflection: “Going With The Flow” // <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Following Virtual classroom session, distribute Job Aid // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">PowerPoint slides, including case study scenarios // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Job Aid (PDF): Negotiation Flow // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Multiple-choice quizzes during webinar session // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion Forum Rubric //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">The goal(s) of this lesson are to have learners: //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Use a series of tools and best practices to prepare for a negotiation // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Build a sense of self-efficacy by providing a clear structure on how to plan and strategize a negotiation. Connect that structure with their real-life situations. //
 * <span style="color: black; font-family: 'Helvetica','sans-serif';">Topic 3: ****<span style="color: black; font-family: 'Helvetica','sans-serif';">Negotiation Planning **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Goal/Objectives **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Activities **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||

<span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Upon completion, students will be able to: <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Identify the tradable issues, given a negotiation scenario // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">*Use the provided negotiation planning tools to prepare for a given negotiation situation //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">E-Learning module // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion forum: “Other than price, what are the key tradable issues in your business? Which ones matter most to you? Why?” // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">E-learning module which includes case study scenarios // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Job Aid (PDF): Bargaining Position Map // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">E-learning module will contain quizzes based on scenario descriptions // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion Forum Rubric //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">The goal(s) of this lesson are to have learners: //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Effectively open and control the flow of a discussion // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Carry forward the momentum of the previous two weeks’ sessions and get learners to “attack” a different area of negotiation – and one of the hardest – the opening. //
 * <span style="color: black; font-family: 'Helvetica','sans-serif';">Topic 4: ****<span style="color: black; font-family: 'Helvetica','sans-serif';">Opening the Discussion **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Goal/Objectives **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Activities **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||

<span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Upon completion, students will be able to: <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Use the provided WWHO framework in order to open a discussion planning tools to prepare for a given negotiation situation //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Virtual Classroom session: WWHO Framework, // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion Forum Posting: 1) compose an opening statement using the WWHO framework 2) What are some of the other ways that you control the flow of a discussion? // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Slides, Job Aid: The WWHO Framework // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Feedback during roles plays, also will be either peer or manager assessed on the job following the training. //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">The goal(s) of this lesson are to have learners: //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> Identify and describe different negotiation tactics, and how to effectively respond to those tactics // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Now that they possess the tools and confidence to analyze a negotiation situation and see its discrete components, have participants look at negotiation tactics – the source of much tension (and in some cases, bad experiences) in their real-life negotiations. //
 * <span style="color: black; font-family: 'Helvetica','sans-serif';">Topic 5: Negotiation ****<span style="color: black; font-family: 'Helvetica','sans-serif';">Tactics **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Goal/Objectives **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Activities **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||

<span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Upon completion, students will be able to //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">: // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">*Identify and describe competitive and cooperative tactics // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">*Identify and describe how to effectively respond to those tactics //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">E-Learning Module: Negotiation Tactics. (see VISUAL, AUDITORY and KINESTHETIC activities, below). // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion Forum: “What are the most effective negotiation tactics that’s you’ve used in the past? What tactics are most effective when you ON you?” // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">After e-learning module, learners will receive copy of job aid: Negotiation Tactics // <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 10pt;">VISUAL ACTIVITY: // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> "Listen With Your Eyes:" Watch a video of a simulated negotiation. Learners have checklist of things to look for in the parties' body language and gestures, which indicate a competitive or cooperative stance. This activity will engage visual learners particularly well because it exercises their observation skills in picking up important visual cues during a negotiation, in order to identify and respond to tactics. "Listen with your eyes!"

AUDITORY ACTIVITY:

Listen to a series of negotiation conversations and try to identify what the parties did well / didn't do well to advance their position in the negotiation. Learners are asked to focus on the elements of voice, including pitch, tone, word choice and overall vocal energy. This activity will engage auditory learners particularly well because it exercises their listening skills in picking up important vocal cues during a negotiation that signal when a tactic is being used, as well as when a tactic is being responded to. In the words of Calvin Coolidge, "Nobody ever listened themselves out of a job!"

KINESTHETIC ACTIVITY:

Learners will watch a video that demonstrates the principles of Contrast and Adaptation as a core element of negotiation tactics. The video will feature an hands-on activity that the learners can do on their own (if they choose to), or simply watch and imagine themselves doing the following:

Take three buckets of water: one very HOT, one room temperature, one very COLD (ice water). Learner/actor puts both hands in two buckets at the same time: one hand in the HOT bucket, and one hand in the COLD bucket and leaves them in there for about a minute.

Learner/actor then puts both hands in the room temperature bucket. Note their surprise as one hand feels COLD and one feels HOT, as a result of the Contrast and Adaptation.

Many negotiation tactics are ultimately about exploiting the natural human tendency to notice differences, and to quickly adapt to stable conditions. Learners are then asked to connect this concept of Contrast and Adaptation to a description of several negotiation tactics.

This exercise will be very appealing to kinesthic learners because of its powerful, visceral nature. It connects a core concept of negotation tactics to a memorable physical sensation. //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">VISUAL MEDIA: requires creation of a video portraying a negotiation scenario. //

//<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">AUDITORY MEDIA: requires creation of a series of short negotiation conversations. //

//<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">KINESTHETIC MEDIA: requires creation of a video demonstration of the hands-in-water exercise // <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Job Aid: Negotiation Tactics (PDF) //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Video Quiz: Participants will watch a video and hav to answer multiple choice questions based on it //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">The goal(s) of this lesson are to have learners: //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Demonstrate an understanding of how to reach agreements and close negotiations effectively // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Reinforce previous lessons learned, and put them into practice. // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Celebrate the end of this learning journey, and prepare them for the journey ahead. //
 * <span style="color: black; font-family: 'Helvetica','sans-serif';">Topic 6: ****<span style="color: black; font-family: 'Helvetica','sans-serif';">Agreeing and Closing **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Goal/Objectives **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Activities **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Media / Readings / Resources **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||
 * <span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Assessment **<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> ||

<span style="font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Upon completion, students will be able to: <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Identify another party’s “closing signals” in a negotiation discussion> // <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">* //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Demonstrate an understanding of the best practices in reaching agreement and closing negotiation. //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Instructor-led webinar and discussion, role plays // //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Discussion Forum: “What’s Next?” // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">PowerPoint sldies, role play scenarios (supplied by participants from previous modules) // <span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;"> //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">All previous job aids // || //<span style="color: blue; font-family: 'Helvetica','sans-serif'; font-size: 9pt;">Peer review in role plays //<span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;"> || <span style="font-family: 'Helvetica','sans-serif'; font-size: 10pt;">