The course has eight modules of which seven are simulated negotiations that you will conduct with animated
computer
characters.
The characters make statements, ask questions, use a wide variety of negotiation tactics, express strong
emotions,
and
otherwise create challenges for you. You will have to react to what a character says, answer questions, ask
questions,
and try to negotiate the best deal. If you do not negotiate the best deal, you will be told why and asked to try
again.
If you get stuck, a Help feature will point you in the right direction.
In the simulated negotiations, you can experiment and act in ways that you would never consider in the real world.
You will
learn not only from your successes, but also identify areas for improvement.
Once you have negotiated the best deal, you will be able to review the special Notes section, which explains to you
why a
particular approach was successful and discusses how the concepts you have used can be applied in the real
world.
The
Notes section also provides tips for future negotiations. You will be able to download all sixty-seven pages of
these
notes at the end of the course, providing you with a handbook to keep as reference material.
The material taught in this course is based on the material presented in the three-day Stitt Feld Handy Group Public
Negotiation
Workshop.
Course Information
Registration for the course is done online and the course is taken online in the comfort of your
home, at
your convenience
and your pace. You may pause and restart at any time. It is expected that the entire course will
take about
5–8
hours to complete; however, you can take as much time as you need, with the exception of the
final
examination.
You may wish to break up your learning into several shorter sessions.
A resource manual has been developed for the course. It can be downloaded and printed as a complement
to the
course.
It is a valuable learning tool with learning outcomes, pre-tests, learning activities,
summaries,
post-tests,
and suggested additional resources such as links to websites, etc. It is important that your
participation
includes
the learning activities because they have been designed to contribute to the knowledge required
to pass the
final
examination.
A pre-test is presented at the beginning of each section and a post-test at the end of each section.
A final
timed
multiple-choice examination is administered upon completion of the course. Upon successful
completion of the
examination, a certificate of completion issued by CDHA may be printed from your computer.
Format for Learning
The course is approximately 5 -8 hour course made up of 8 modules, 7 of which are simulated
negotiations that
you
will conduct with animated computer characters. However, you can take as much time as you need
and you can
break
up your learning into several smaller sessions.
- Module 1 - The Printshop: Negotiate with a competitive bargainer.
- Module 2 - The Cold Call: Negotiate with someone who does not want to talk to you.
- Module 3 - The Mangled Holiday: Negotiate with a rule-bound bureaucrat.
- Module 4 - Tendencies in Negotiation Quiz: A self-assessment tool to determine your
negotiation
tendencies with
tips on how to maximize the advantages and minimize the disadvantages of each tendency.
- Module 5 - Pavlov’s Hotel: Negotiate with someone who makes strange proposals and tries to
use Game
Theory to
outsmart you.
- Module 6 - The Used Car: Negotiate with two people simultaneously.
- Module 7 - The Lease: Negotiate in a team.
- Module 8 - A Difficult Day: Negotiate with a number of difficult people who use tactics to
try to get
the better
of you.
Evaluation
There is no formal evaluation for the Negotiation course. To progress to the next module you must
successfully complete
the previous module. If a module is completed unsuccessfully you must then retake the module
until you
succeed
before progressing to the next level. For example, if you successfully complete Module 1 you may
then
proceed
to Module 2, or if you unsuccessfully complete Module 1 you must then retake Module 1 and
complete it
successfully
to be able to proceed to Module 2. Successful completion of the eight modules is mandatory for
completion of
the course and to obtain a course certificate.
Certificate Information
Upon completion of the
course, you
will
be awarded a Certificate from:
The University of Windsor Law School
Your certificate can easily be printed from your computer.
Relevance to Practice
As a dental hygienist you negotiate on an ongoing basis in your day-to-day life. You negotiate with
clients,
co-workers,
employers, colleagues, industry suppliers, children’s teachers, service providers, family
members, etc. When
negotiating an issue that is very important to you, do you find yourself at the losing end of
the
negotiation?
You may already be a good communicator, but you would like to improve your negotiation skills to
achieve
better
results and to be more effective in all areas of your life. This course will assist you in
developing and
improving
your persuasive communication skills.
Course Developers
The Stitt Feld Handy Group is a world leader in providing training and practice for negotiation and
alternative dispute
resolution. The firm conducts workshops in negotiation and alternative dispute resolution in
North America,
Europe,
Asia, and Australia.
This online course is an attempt by the group to bring their renowned negotiation workshops to a
global
audience.
The negotiation simulations were written by Allan Stitt and Michael Gibson. They were directed and
animated
in Flash
by Michael Gibson. The Negotiation Notes were written by Elinor Whitmore, Roger Beaudry, Frank
Handy and
Allan
Stitt. Consultants on the project include Paul Godin, Nancy Lamarche, Peter Dreyer, Mike
Wadsworth, Peter
Held,
Steve Lancken, and Lisa Feld.
Biographies
Allan Stitt is a mediator, arbitrator, and professional negotiator at Stitt Feld Handy Group in
Toronto. He
is adjunct
professor at the University of Toronto Law School, and a lecturer at University of Windsor Law
School,
teaching
courses in negotiation and alternative dispute resolution (ADR).
While obtaining his Harvard Law School degree, Allan studied negotiation and ADR with Professor Roger
Fisher,
Professor
Frank Sander, and Bruce Patton. He subsequently completed advanced negotiation training at
Harvard. Allan
returned
to Harvard on a number of occasions to act as a teaching assistant to Professor Fisher. Allan is
past
president
of the ADR Institute of Canada, past president of the Arbitration and Mediation Institute of
Canada, past
president
of the Arbitration and Mediation Institute of Ontario, and a past chair of the ADR Section of
the Canadian
Bar
Association (Ontario). He has designed ADR systems for a number of organizations including the
Canadian
Bankers
Association, the Ontario Human Rights Commission, the Law Society of Upper Canada, and Canadian
Tire
Corporation.
Michael Gibson is president of Zapdramatic, a wholly owned subsidiary of Stitt Feld Handy Group.
Zapdramatic
creates
interactive dramatic simulations for the delivery of learning content over the web.
Prior to being ensnared in the World Wide Web, Michael wrote, directed, and produced many educational
videos,
including
"Introduction to Mediation" and "Simmons Funeral Home" for Stitt Feld Handy Group. Michael's TV
work
includes
the documentary series My Canada Includes Quebec, and the award winning shorts "The Bellringer"
and "When
Edgar
Returns."
In 1990, Michael wrote, directed, and produced the feature film Defy Gravity, starring R.H. Thomson
and Simon
Reynolds.
Michael is an active member of the Writers Guild of Canada and the Academy of Canadian Cinema.