: 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.
: This course has a "Mentor Expert" helpdesk feature. Learners have the ability to submit questions directly to an expert in the field you are studying.
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Lesson 1
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 which can pose challenges to a negotiation and may cause impasses
Apply the concepts of negotiation to two real-world scenarios
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