Course Overview

Every day most of us participate in negotiations of one form or another. Although these negotiations are an integral part of our lives, techniques for managing the give and take aren’t necessarily instinctive. Instead, they must be learned.

Based on their understanding of such factors as the importance of the relationship and the importance of the issues, experienced negotiators make a conscious decision about what type of strategy to use in a discussion.

This program provides a comprehensive overview of the negotiation process and vocabulary related to negotiation. Key concepts include such ideas as the “best alternative to no agreement”, reservation price, and the “zone of possible agreement.”

Program Objectives

After completing this course, learners should be able to:

  • Define negotiation.
  • Explain the differences between principled negotiation, distributive negotiation, integrative negotiation, and mixed-motive negotiation. 
  • Discuss what BATNA is and why it is important within the context of a negotiation. 
  • Describe the concepts of reservation price and ZOPA, as well as how those ideas relate to one another in a negotiation. 
  • Describe the steps that should be taken to plan for a negotiation. 
  • Explain the ways that power can be used in a negotiation and how power can be gained from different sources. 
  • Identify different behaviors that can pose challenges to negotiation and may cause impasses. 
  • Apply the concepts of negotiation to two real-world scenarios.

Target Audience

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

Prerequisites

None

Estimated Hours to Complete

3

Pricing and Enrollment Information

$79.00 (US) per seat

Access Time

90 Days