Course Overview
This online introductory negotiation course is a partner course that gives learners a practical foundation for understanding how negotiations work and how to approach them more effectively. It introduces the core ideas behind preparation, bargaining, relationship management, and decision-making so participants can enter negotiations with a clearer framework and stronger judgment.
This is a partner course offered alongside our instructor-led programs. It provides a self-paced option for professionals who want a structured introduction to negotiation without waiting for a workshop date.
The course covers the differences between dispute settlement negotiation and deal-making negotiation, the relationship between bargaining and negotiation, BATNA, interests and positions, the stages of the negotiation process, preparation, negotiation approaches, commitments, opening positions, active listening, multiparty negotiations, and cross-cultural negotiation considerations.
Who This Helps
This course is a strong fit for professionals who want a practical introduction to negotiation and a better grasp of how to prepare for and manage business discussions more effectively. It is also useful for employees who negotiate with clients, vendors, colleagues, or stakeholders and want a stronger foundation in negotiation strategy, communication, and decision-making.
What Learners Will Do Better
- Differentiate between dispute settlement negotiation and deal-making negotiation.
- Explain the role of BATNA in strengthening a negotiation position.
- Distinguish between interests and positions and use that difference more effectively.
- Follow the main steps of the negotiation process with stronger preparation and structure.
- Assess the information needed before entering a negotiation.
- Compare major negotiation approaches and match them to the situation.
- Build stronger opening positions while preserving flexibility.
- Apply active listening more effectively during negotiations.
- Recognize the added demands of multiparty and cross-cultural negotiations.
- Decide more effectively when to pause, continue, or walk away.
How Teams Get Value From It
Teams use this course to build a stronger shared baseline for negotiation across common business situations. Common uses include assigning it to employees who are new to negotiation, supporting professional development for roles that involve external or internal bargaining, and reinforcing a more consistent approach to preparation, communication, and agreement-making.
Time, Access, and Credits
Estimated learning time is approximately 4 hours. The course is mobile-friendly, audio-enabled, fully accessible, and includes games, flashcards, video content, and an Ask the Expert feature. It carries 0.4 IACET CEUs, 4 HRCI credits, 4 SHRM PDCs, 4 ATD CI credits, and 4 PMI PDUs. A minimum score of 70 percent is required to pass and qualify for CEUs. Access runs 90 days.
Volume Pricing and Coordinated Enrollment
If purchasing seats for a group, contact us about volume pricing and coordinated enrollment.