WSC 023 Negotiation Orientation Workshop

DAU Courses

iCatalog Home WSC 023 Negotiation Orientation Workshop
(Last Modified:06-Jul-2020)


Through short lessons, participants learn basic negotiation concepts based on current negotiation theory and practice. After each lesson students apply the concepts learned through detailed one-on-one negotiation scenarios, followed by debriefs to discuss lessons learned and areas for improvement. The lessons and scenarios are not tied to Federal contracting and require no knowledge of Federal regulations. The focus is on acquiring generic negotiation skills that can be applied in any situation, including negotiations in a Federal environment. While useful on its own, students also leave the workshop better prepared to apply and expand these basic skills in DAU’s Advanced Negotiation Workshop, which focuses specifically on negotiating in a Federal environment.
Upon completion of the workshop, the participants will be able to apply the following critical behaviors in the workplace:
  • Demonstrate personal negotiation style self-awareness, while effectively recognizing the style of the opposing party, and apply requisite techniques & tactics during negotiations
  • Differentiate between interest-based vs. position-based relationships in a given negotiation scenario, and apply appropriate negotiating style & techniques to maximize positive outcomes
  • Employ a deliberate, structured approach to any/all negotiations, through recognition and application of key concepts learned, i.e.; Establish Target, Reservation, BATNA, ZOPA, etc.
  • Affect "win-win" outcomes during interest-based negotiations, where parties focus on interests vs. focusing on outcomes by encouraging open dialogue and transfer of information.
  • Objectives
  • Identify common negotiation styles and how negotiating parties’ styles affect negotiations.
  • Understand basic negotiation terms and concepts.
  • Understand the differences and similarities between position-based and interest-based negotiations.
  • Understand when and how to use position-based negotiations.
  • Understand when and how to use interest-based negotiations.
  • Understand six common skills to improve any negotiation.
  • Understand common negotiation tactics and how to effectively respond to them.
  • Apply concepts learned by negotiating multiple one-on-one scenarios throughout the course.
  • Target Attendees
  • DoD employees wanting to improve negotiation skills. The workshop is not specific to Federal contracting; knowledge of Federal contracting s not required. Negotiation experience is not required.
  • Ideally suited for acquisition team members involved with sole-source negotiations including, for example, contracting officers and specialists, price analysts, project engineers, and program managers.
  • Prerequisite(s)
    Predecessor Course(s) (Acceptable as a substitute for this course until the acceptance date specified below.)
    Predecessor Predecessor Course Title PDS Code Accepted Until
    None None None None
    Course Length
    Typically 2.5 days
    Additional Course Information
    Delivery Mode Workshop
    Equivalent Courses N/A
    ACE Recommended Credits N/A
    PDS Code  
    DAU Public (material/prework) N/A
    Continuing Education Units   0
    Continuous Learning Points  18
    Reservist Retirement Points  
    Historical Allocations Mouse Over for Past CEU/CLPs
  • Fee-For-Service arrangements may be required.
  • To inquire about or request this course for your organization, click the Apply for Course button in the upper right corner.
  • The CLPs will depend on the duration. Typically 6-7 times the number of days.