: 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
Module 1: Foundations of Negotiation
Introduces the concept of negotiation and its role in business and management. Learners explore what negotiation is, when it is used, and why it is a critical professional skill.
Module 2: Negotiation Styles & Strategies
Examines the major negotiation approaches, including principled, distributive, integrative, and mixed?motive negotiation. Learners analyze how experienced negotiators select strategies based on context, relationships, and stakes.
Module 3: Key Negotiation Concepts
Focuses on essential negotiation terminology and frameworks, including BATNA, reservation price, ZOPA, and power dynamics. Learners explore how these concepts interact to shape outcomes.
Module 4: Planning & Power in Negotiation
Covers how to prepare effectively for negotiations, including goal setting, information gathering, and strategy development. Learners examine sources of power and how power can be gained, used, or misused in negotiation settings.
Module 5: Challenges, Impasses & Real?World Application
Addresses common negotiation challenges, difficult behaviors, and causes of impasse. Learners apply negotiation concepts and strategies to real?world scenarios to practice resolving conflicts and reaching agreements.
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