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WSYS167 - Command the Deal: Leveraging Negotiation Psychology for Mission Success

REGISTRATION WILL BE ACQNOW STARTING WITH THE FY27 OFFERINGS

This two-day course is designed for acquisition professionals aiming to elevate their negotiation capabilities. Participants will gain insights into the psychological and motivational factors that influence negotiation outcomes, enabling them to foster agreement and align objectives. The curriculum covers essential negotiation terminology and strategies to decipher and leverage counterpart motivations effectively. Through interactive exercises and practical applications, attendees will assemble a robust set of negotiation techniques. Upon completion, participants will be equipped to navigate intricate negotiation landscapes and achieve successful agreements.

To Apply

Grade Restrictions: None

Special Requirements:

OBJECTIVES

1. Evaluate the process of negotiation to identify what drives people, so they can build consensus and alignment for effective execution of mission requirements.

2. Apply the language of negotiation; how to effectively identify and understand the motivations, values, and needs of their counterparts in a negotiation; and how to leverage this knowledge to drive effective outcomes.

3. Evaluate a toolkit of effective negotiation skills and through a progression of skills, build a deeper understanding of the complex human dynamics that impact successful execution of a deal.

Two-day synchronous course (0800- 1600 each day)

Availability

Location

Offering #

Start Date

End Date

Tinker AFB, OK 26K 22 Jun 2026 23 Jun 2026
Eglin AFB, FL 26I 04 Aug 2026 05 Aug 2026
Joint Base Andrews, MD 26J 01 Sep 2026 02 Sep 2026
Tinker AFB, OK 27A 27 Oct 2026 28 Oct 2026
Robins AFB, GA 27B 02 Dec 2026 03 Dec 2026
AFIT - Wright-Patterson AFB (Area B), OH 27C 26 Jan 2027 27 Jan 2027
JBSA-Lackland, TX 27D 02 Mar 2027 03 Mar 2027
Joint Base Langley-Eustis, VA 27E 13 Apr 2027 14 Apr 2027
Peterson SFB, CO 27F 18 May 2027 19 May 2027
Hanscom AFB, MA 27G 15 Jun 2027 16 Jun 2027
Hill AFB, UT 27H 03 Aug 2027 04 Aug 2027
Eglin AFB, FL 27I 31 Aug 2027 01 Sep 2027

Meet the Instructors

Course Information

Course Registration Information

Course Length: 2 DAYS

Event Type: Training (Functional, Technical)

Primary Audience: All acquisition coded professionals working in a multifunctional team or IPT.

Enlisted grades E5-E8; Officers O1-O4, Civilian GS-9 to GS-13 and NH03

CL Points: 16

Prerequisites: none

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Air Force Institute of Technology
2950 Hobson Way
Wright-Patterson Air Force Base, OH 45433-7765
Commercial: 937-255-1148 | DSN: 785-1148