Summary: | This course prepares PennDOT negotiators to lead or participate in negotiations within their respective areas of responsibility. It is focused on the preparation for and execution of effective negotiation approaches. The skills addressed are applicable in a wide range of negotiating circumstances, including the procurement of services and products from vendors, the acquisition of professional services from consultants, negotiations with third-party resource agencies, and dealing with property owners in acquisitions and right-of-way situations. The skills are readily transferable to a full range of negotiation circumstances, and are refined through intensive practice in the course.
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Learning Outcomes: | At the conclusion of this workshop, participants will be able to:
1. Define target, walk-away point, and best alternative to a negotiated agreement (BATNA).
2. List the interests of parties involved in negotiations with PennDOT.
3. Define the human needs of parties in a negotiation.
4. Define Fiduciary responsibilities in negotiation.
5. Define transparency in negotiation.
6. Identify the advantages of different negotiation styles.
7. Define interest-based negotiations and positional bargaining.
8. Define the types of bias that affect negotiations.
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Outline: | Negotiating Techniques Agenda.doc
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Target Audience: | Negotiating Techniques is directed at PennDOT personnel who negotiate with external organizations and coordinating agencies in a variety of circumstances. While negotiations may take place in almost any interaction, this course is particularly relevant in the following functions:
• Contracting: including construction, engineering, and other third-party services provided to the Department
• Real Estate and Right-of-Way: including property negotiations during offer presentation and acquisitions
• Interagency Coordination: including resource agencies and regulators with oversight authority and other interests
• Special Interest Groups: dealing professionally with stakeholders in Department projects
• Procurement: purchasing products and commodities for the Department’s use
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Final Exam: | Yes |
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