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.
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.
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