Course Overview

This course covers the ins and outs of successful deal making. The program begins with a comparison of two types of negotiation —Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN).

Key topics covered:

  • the negotiation process,
  • the importance of preparation and goal setting,
  • approaches to negotiation, tactics for making commitments,
  • the balance between relationships and outcomes,
  • when to walk away from a negotiation, and
  • the challenges associated with multiparty and cross-cultural negotiations.

Program Objectives

After completing this course, learners should be able to:

  • Distinguish between Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN).
  • Explain the importance of BATNA in DMN.
  • Describe the relationship between negotiation and bargaining.
  • Distinguish between interests and positions.
  • Explain the negotiation process.
  • Identify the types of information they should ready prior to a negotiation.
  • Describe approaches to negotiation.
  • Recognize two types of negotiation commitments.
  • Explain how negotiation commitments affect flexibility.
  • Describe the importance of the opening position.
  • Explain Leigh Thompson’s mental models of negotiation.
  • Describe the importance and value of active listening as it relates to DMN.
  • Recognize the challenges posed by multiparty negotiations.
  • Apply strategies for handling multiparty negotiations. 
  • Recognize the circumstances under which a negotiator should take a break or walk away from a negotiation. 
  • Explain the additional preparations needed before entering cross-cultural negotiations.

Target Audience

This course is designed for people who wish to improve their understanding of negotiation strategies and tactics.



Estimated Hours to Complete


Pricing and Enrollment Information

$89.00 (US) per seat

Access Time

90 Days