Chief Learning Officer - October 2007 - (Page 13)

tion whether they actually want to “win arguments and whatever prize is on the table” at whatever cost. I would contend that “winning arguments and prizes” often results in poor long-term working relationships. The question Camp so pertinently raises of “What am I trying to accomplish?” is exactly what I am referring to here: Is a negotiator trying to accomplish a onetime win or a long-term, collaborative, mutually beneficial relationship? Further, Camp’s assertion that the win-win style of negotiating centers on compromise is a false pretense about negotiating collaboratively — a compromise, by nature, means each party has given up something, and it generally is used to establish a quick and easy (although unsatisfactory) resolution for all parties. In fact, the win-win collaboration seeks to increase value for all parties at the table without sacrifice by looking beyond each party’s position to the underlying interests and then working together to satisfy those interests at little cost to each other. To understand the principles of the win-win approach to negotiation, I would recommend readers pick up “Getting to Yes” by Roger Fisher, William L. Ury and Bruce Patton. They also can take a course (typically two days) through one of the many training firms in the field. The concepts delivered in this book and these trainings certainly qualify negotiators to achieve the long-term results necessary to survive in the business world today. Stephen Frenkel Director of Negotiation Programs Mediation Works Inc. A TRAINING INVESTMENT YOU CAN MEASURE. The Strayer University Educational Alliance program. Let Strayer University help you develop and train your company’s most important asset: your employees. We will evaluate your internal e-learning and training programs in conjunction with employee work experience to issue comparable college credits to advance – not repeat – existing business knowledge. In addition, we can customize our educational programs so your employees learn the skills needed to create immediate results specific to your needs. We also provide online reports and central billing system so you can better measure the return on your training investment. Strayer University is a regionally accredited, nationally recognized university with a history of educating working adults for more than 115 years. Because of our expertise in helping full-time employees fit education into their lives, Strayer University’s Educational Alliance team understands how best to help businesses position continuing education as a part of the corporate workforce development initiative. Correction In the September issue of Chief Learning Officer magazine, we mistakenly omitted the biography for the author of the feature “Improving Customer Service Through Learning.” The author of the article was David Austin, president and chief operating officer of Contextware, a provider of employee life cycle management solutions. Austin can be reached at editor@clomedia.com. To learn more about Strayer University’s educated approach to workforce development, call 703.339.3000 or email BizDev@strayer.edu. http://www.strayer.edu

Table of Contents Feed for the Digital Edition of Chief Learning Officer - October 2007

Editor's Letter Table of Contents Letters to the Editor Taking the Lead Trends Best Practices Effectiveness Guest Editorial Elements of Social Media Arrive on the Learning Scene Trend Micro: Making Learning More Modular CLO Profile Learning’s Role in Talent Management INTTRA: Using Global Learning to Better Enable Talent Management Operationalizing Communities of Practice U.S. Army: Sharing Lessons from the Field Looking Back, Moving Forward Leveraging Business Data to Develop Strategic Learning Solutions Chrysler LLC: Metrics, Score Cards and Automobiles Advertisers' Index Editorial Resources Connecting the Dots: Recognizing Talent Development Differences at Nonprofits Nonprofits in Health Care: Learning at ENH Case Study Business Intelligence Case Study In Conclusion

Chief Learning Officer - October 2007

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