Full course description
How can you resolve conflicts of interest that seem inextricable? And how can you escape from a situation that seems more like a heated battle than a discussion between two parties who would both gain from an agreement? The mutual gains approach is a negotiation strategy that focuses its efforts on the interests the parties share. It involves reformulating the (seemingly opposing) objectives in order to identify the shared stakes. The negotiation therefore leaves the realm of conflict and moves towards a common search for creative solutions. This module will show you how to successfully negotiate using this strategy.