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Instructor: Gary D. Bates, P.E., F.ASCE
Course Length: 10 Hours
Purpose and Background
Engineers too often rely on their formal training in the physical sciences to solve every problem. Most of the skills, techniques, and strategies needed to be an effective negotiator depend heavily on an understanding of the behavior sciences, in which engineers typically have little or no education or training. In order to deal with this common deficiency, this online course is designed to assist consulting engineers and those who hire consulting engineers to understand and practice the key elements of an effective negotiating process. This approach will evolve from the basics of conflict management, to appropriate planning steps, developing the necessary strategies and tactics, defending against trick plays and traps by the other part, learning and role playing, how to communicate during a negotiation and dealing with one or more case studies in small groups.
Assessment of Learning Outcomes
Students' achievement of the learning outcomes will be assessed via a short post-assessment (true-false, multiple choice and fill in the blank questions).
Course Outline
- Self Assessment Survey and discussion of personal conflict management style
- What is negotiation?
- Process to manage or resolve conflict
- Understanding conflict and various negotiating styles
- What is conflict
- The four styles of conflict management (negotiation)
- The impact of effective negotiation on our lives
- Business
- Personal
- Understanding the forces driving the need for better negotiating
- Qualifications and skills of effective negotiators
- Fundamental capabilities
- Additional important skills and attributes
- Planning for your negotiation
- Common problems associated with a lack of planning
How to Earn your PDHs and Receive Your Certificate of Completion
To receive your certificate of completion, you will need to complete a short on-line post-test and receive a passing score of 70% or higher within 1 year of purchasing the course.