Conservation professionals engaged in natural resource negotiations including landscape conservation, cooperatives, biologists, planners, and project leaders.
Summary and Objectives:
This online course will be presented to help build knowledge and skills required to engage in negotiation processes with a diverse set of stakeholders and it is crucial that these skills are developed.
Upon completion of this course, participants will be able to:
- Identify and characterize a natural resource negotiation and compare natural resource negotiation with other types of negotiation.
- Identify and characterize the different mechanisms available for dispute resolution.
- Understand the difference between position-based and interest-based negotiation and recognize the need to balance between the two approaches.
- Recognize strategies and tactics in negotiation.
- Describe the characteristics of the BATNA (Best Alternative To a Negotiated Agreement) and identify challenges with determining and using the BATNA.
- Recognize communication skills that are critical for successful negotiation.
- Understand the types of individual traits and skills that make a negotiator more effective.
- Understand and practice the skill of reframing issues in negotiation in order to move a discussion toward resolution.
- Understand the difference between creating and capturing value in negotiation and how to apply the balance between the two in negotiation.
- Understand how to create and use a Negotiation Scorecard to measure the success of negotiation. Demonstrate ability to use such a scorecard in a class exercise.
- Participate in an exercise to practice the skill of recognizing the negotiation strategies in use by others and develop techniques to move toward the process of integrative negotiation.
- Recognize and respond to sources and tactics of power in negotiation.
- Understand basic concepts of stakeholder assessment and understand how to use assessment results to design a negotiation strategy.
- Recognize the primary actions needed to build a strategic perspective in negotiation.
- Integrate course material to diagnose a negotiation in which they have been involved.