ICON Approach to Negotiation E-Module

The ICON Negotiation Approach E-Module 

Based on The Negotiation Fieldbook, Second Edition by Grande Lum, The ICON Negotiation Approach E-Module identifies a simple, memorable and practical negotiation framework and strategies emphasizing four essential components – Interests, Criteria, Options, and No-Agreement Alternatives (ICON). 

Program Description 

Recently updated to a new format and with additional content in 2020, The ICON Negotiation Approach E-Module is a 90-minute self-paced, self-directed online course that equips learners with foundational tools for effective negotiation preparation, execution, and review.

Program Format

Our interactive design employs a problem-based learning approach. Learners select their own paths and determine their specific needs for acquiring and applying course content. The e-module is divided into three parts:

1. Collaborative Negotiation

2. The ICON Value Diamond

3. Conducting the Negotiation

Each section includes a scenario challenge in which learners apply content presented in the course. We have incorporated additional resources such as video case studies, “From The Author,” where negotiation expert Grande Lum answers challenging questions, Quick Checks, short quizzes to reinforce learning, and other supplemental information. Help buttons reveal pop-up windows that provide information on how to navigate through the course, and a Glossary provides definitions for key words, which are hyperlinked throughout the E-module. Expanded content on Claiming Value and Building Leverage has been added to the Conducting the Negotiation section. In addition, there is a comprehensive checklist of best practices upon completion.

Program Value

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 facilitate participants' ability to: 1. Develop a negotiation mindset that creates positive outcomes for all parties, and 2. Understand negotiation as joint problem-solving that requires understanding other parties' needs and concerns to generate more innovative, effective solutions

Program Audience

The ICON Negotiation Approach E-Module creates a new awareness and understanding of a more effective and collaborative way to negotiate. While negotiation strategies can be employed in many aspects of life, for most people introduced to Accordence’s methodology, your primary purpose is to enhance your communication skills and apply the ICON negotiation approach and 4D Strategy at work as a means of achieving outstanding results and relationships. For many individuals and companies, the E-Module and its associated tools create a solid foundation on which to build additional communication skills. Check out our instructor-led, on-site and virtual negotiation training solutions to focus on a more comprehensive learning approach and specific applications with appropriate amounts of customized content that incorporate company-specific examples.