Negotiate Like a Pro Instructor-Led Course

The simplest definition of negotiation is two or more people deciding how to allocate a resource—money, time, roles and responsibilities, etc. We negotiate all the time in our professional and personal lives. We negotiate about workload and assignments, budget allocations, conflicts with coworkers, changes to policies or operating procedures—in addition to what most people traditionally think of as negotiations involving buying and selling. If you don’t like to negotiate or don’t feel like you do it well, it may be because you possess one of two nonproductive attitudes toward negotiating. The first is to view negotiation as a competition where one side wins and the other loses. This attitude reflects a common misperception that you and the other person have opposing goals, making it impossible for both of you to get what you want at the same time. The second approach toward negotiation is to fear it and give in at the first sign of conflict. This outlook suggests a lack of confidence a