We all negotiate every day. And 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 negotiation strategy to use based on a number of factors such as the importance of the relationship and the importance of what is at stake. Understanding key concepts such as the "best alternative to no agreement", reservation price, and the "zone of possible agreement" can help you conduct a successful negotiation. And 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 training course should be an essential part of any basic business and management training.
Completion Time
3 hours
Access Time
90 Days
Outcome
Individual Skill Course
Language
English
Training Level
Beginner
Delivery Information:
Description
Learning Outcomes
- 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
Additional Information
This course includes an “Ask the Expert” feature. You can use this feature to submit questions about course content. A subject matter expert will provide guidance or point you to additional resources for the topics you’re studying. Questions are answered as quickly as possible and usually within 24 hours.
Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement and qualify to receive IACET CEUs.
Requirements
Technology Requirements
Hardware Requirements: This course can be taken on either a PC, Mac, or Chromebook.
Software Requirements: Software must be installed and fully operational before the course begins.
- PC: Windows 8 or later.
- Mac: macOS 10.6 or later.
- Browser: The latest version of Google Chrome or Mozilla Firefox are preferred. Microsoft Edge and Safari are also compatible. Cookies and JavaScript must be enabled
- The latest Adobe Reader/Acrobat Reader ( free download available at https://get.adobe.com/reader/ )
- Any modern Office suite: Microsoft Office, Apple iWork, OpenOffice, or LibreOffice
- Reliable internet connection. Broadband cable or highspeed DSL is recommended for optimal experience.
- E-mail account (to be able to register and to receive e-mail from the course system regarding registration, course status, etc.)
Reviews
"I really enjoyed this course and I hope you keep it so others can take it. Very informative and a lot of great tools to use!"
Gail B.
"The course is good and interactive, despite the fact that it is online. I will recommend it for any sales person."
Dayo A.
"This was a great course. I learned a lot and I'm glad that I took it."
Jill H.
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