Online Negotiation Course

Available Formats

  • Self-Paced Online Partner Course

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 they 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 a 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.



Estimated Hours to Complete


Pricing and Enrollment Information

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Self-Paced Online Training Course Reminders

  • Online courses are priced per seat.  Learners should have their own seats for any course in which they participate.
  • For organizations with 25 or more learners for any given course, please contact us for group pricing.
  • Business Training Works’ short courses require a score of 85% to earn a certificate.  Our Mindedge offerings require a score of 70% to earn a certificate and continuing education credits.
  • Online courses must be completed within 30 days of purchase. Learners can stop and resume courses at their discretion.  They do not have to complete a program in one sitting.
  • For an additional fee, learners who do not complete a program within the 30-day window can extend their access.
  • Course suites have extended learning times and are not restricted to the 30-day window.

Questions This Page Answers About Negotiation Training

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