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ICON Negotiation Approach
Use online technology to master key negotiation fundamentals
 Program Benefits
The ICON Negotiation Approach e-module, from Accordence, is a 90-minute self-paced, self-directed online course. It is intended to create a solid foundation of knowledge, skills, and attitudes necessary for applying the ICON negotiation method. During this fast-paced, interactive electronic module, participants are introduced to the basic Accordance ICON Negotiation Framework, used to prepare, conduct and review negotiations. Based on The Negotiation Fieldbook, by Grande Lum, the e-module uses proven tools and strategies for developing the kind of collaborative negotiations that deliver the most long-term value. The concepts and skills developed during this e-module enable participants to:
- develop a negotiation mindset that creates positive outcomes for all parties
- understand negotiation as joint problem solving that requires understanding other parties' needs and concerns
- generate more innovative, effective solutions
Program Description
The ICON Negotiation Framework focuses on four essential components - Interests, Criteria, Options, and No-Agreement Alternatives. Users focus on the framework to learn how to:
- deftly probe for Interests
- use Criteria to understand and persuade rather than bully
- brainstorm for Options without the positional habit of focusing on only one option
- identify No-Agreement Alternatives to consider actions to take if no agreement is reached
Participants integrate this framework with a simple, powerful 4D Negotiation Strategy. This enables them to create an efficient negotiating Design, Dig for interests, Develop options, and Decide on the best agreement. Participants apply these analytical and preparation tools to their specific work challenges, focusing not on increasing their number of negotiating “wins,” but rather on negotiation as joint problem solving that requires an understanding of all parties' needs and concerns.
The ICON Negotiation Approach e-module employs a problem-based learning approach that enables learners to select their own paths and derive their own motivation for acquiring course content. It is divided into three parts: 1. Collaborative Negotiation, 2. The ICON Value Diamond, and 3. Conducting the Negotiation. Each includes a scenario challenge in which learners apply content presented in the course. Resources include video case studies; supplemental information; From The Author, where negotiation expert Grande Lum answers challenging questions; and Quick Checks, questions and answers to enhance learning. Help buttons open up pop-up windows that provide information on how to navigate through the course, and a Glossary provides definitions for key words. Throughout the course, learners find hyperlinked words that have glossary definitions.
Implementation/Customization
The ICON Negotiation Approach e-module can be used as an introduction to the concepts or as pre-work for the Accordence instructor-led workshop. Client specific examples and advice can be added. Learners typically access the e-learning in their offices, though some may access it from home or other locations. The e-module increases awareness and understanding, while the instructor-led workshop focuses on application and skill building.
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