HBS 302

DAU Courses

iCatalog Home HBS 302 Negotiating for Results
(Last Modified:20-Aug-2018)



The goal of this Continuous Learning Module is to immerse managers in dialogue-based situations that foster learning by doing where they make key decisions that drive the dialogue and ensuing results. Your managers will learn how to avoid common traps and find common ground for opportunities. The interactive module helps managers prepare for and conduct effective negotiations that produce a winning edge for your organization. The interactive environment will enable managers to tap into expert insights, discover proven tactics, and sharpen their own skills for getting results when negotiating with others. Students will :
  • Develop a BATNA (best alternative to a negotiated agreement.
  • Clarify and uncover all interests to create opportunities for mutual gain.
  • Restore productive dialogue with "appreciative moves" when negotiations stall.
  • Generate ways to foster relationships based on trust and to separate the relationship from the deal.
  • Determine how the terms of an agreement will be carried out in practice.
  • Objectives
    Target Attendees
    All DoD acquisition workforce members
    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
    Approximately 3 hours to complete
    Additional Course Information
    Delivery Mode Continuous Learning
    Equivalent Courses None
    ACE Recommended Credits N/A
    PDS Code ZTM
    DAU Public (material/prework) N/A
    Continuing Education Units   0
    Continuous Learning Points  3
    Reservist Retirement Points  1
    Historical Allocations Mouse Over for Past CEU/CLPs
  • Enrollment in the Harvard Business School (HBS) CL modules is restricted to Federal Employees only.
  • (Click Here) for the technical requirements for this course.
  • You have 60 days to complete this course.
  • This course contains an end of module test that must be passed with a 100% score.
  • After passing your exam, please be sure to complete the required Module Survey from the Table of Contents. You will not be graduated from the module until you have completed the Survey. If you experience any difficulty in completing the Survey, please contact the DAU Help Desk to ensure that you receive proper credit.