Negotiation Resources

Online Negotiation Training Course

Online Negotiation Course, Online Negotiation Program, Online Negotiation Training, Negotiation Skills

Effective Negotiations

This self-paced online course addresses negotiation.  The program is offered through MindEdge Online, our online training partner. 

For information about instructor-led training for your group at your location, visit our onsite negotiation training course overview for more details.

Course Overview

Every day we are involved in negotiations of one form or another. Even though negotiations are an integral part of our lives, techniques for managing these situations are not instinctive; they must be learned.

Experienced negotiators make a conscious decision about what type of strategy to use in a discussion based on factors such as the importance of the relationship and the importance of what is at stake. Key concepts such as the "best alternative to no agreement", reservation price, and the "zone of possible agreement" can help when conducting negotiations. Since power is a fundamental dynamic in negotiations, it is important for negotiators to have a basic understanding of ways they can exert and also gain power in a discussion.

Program Objectives

After completing this course, you should be able to:

Define what negotiation is.
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.

This course is self-paced and online. After purchase, you will have access to this course for 30 days.