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Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues.

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Course Access

Unlimited Duration

Last Updated

October 11, 2021

Students Enrolled

88

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Certification

Welcome to the Negotiation Skills course. Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time. For example, have you ever:

  • Decided where to eat with a group of friends?
  • Decided on chore assignments with your family?
  • Asked your boss for a raise?


These are all situations that involve negotiating! This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.

Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today.

By the end of this course, you will be able to:


  • Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
  • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA.
  • Lay the groundwork for negotiation.
  • Identify what information to share and what to keep to yourself.
  • Understand basic bargaining techniques.
  • Apply strategies for identifying mutual gain.
  • Understand how to reach consensus and set the terms of agreement.
  • Deal with personal attacks and other difficult issues.
  • Use the negotiating process to solve everyday problems.
  • Negotiate on behalf of someone else.


Course Curriculum

    • Introduction Unlimited
    • Housekeeping Items Unlimited
    • The Parking Lot Unlimited
    • Objectives Unlimited
    • Pre-Assignment Review Unlimited
    • Action Plans and Evaluations Unlimited
    • Module 1: Getting Started Deck Unlimited
    • Introduction Unlimited
    • Types of Negotiations Unlimited
    • The Three Phases Unlimited
    • Skills for Successful Negotiating Unlimited
    • Case Study Unlimited
    • Module 2: Understanding Negotiation Deck Unlimited
    • Module 2: Understanding Negotiation Quiz 00:05:00
    • Introduction Unlimited
    • Establishing Your WATNA and BATNA Unlimited
    • Identifying Your WAP Unlimited
    • Identifying Your ZOPA Unlimited
    • Personal Preparation Unlimited
    • Case Study Unlimited
    • Module 3: Getting Prepared Deck Unlimited
    • Module 3: Getting Prepared Quiz 00:05:00
    • Introduction Unlimited
    • Setting the Time and Place Unlimited
    • Establishing Common Ground Unlimited
    • Creating a Negotiation Framework Unlimited
    • The Negotiation Process Unlimited
    • Case Study Unlimited
    • Module 4: Laying the Groundwork Deck Unlimited
    • Module 4: Laying the Groundwork Quiz 00:05:00
    • Introduction Unlimited
    • Getting Off on the Right Foot Unlimited
    • What to Share Unlimited
    • What to Keep to Yourself Unlimited
    • Case Study Unlimited
    • Module 5: Phase One — Exchanging Information Deck Unlimited
    • Module 5: Phase One — Exchanging Information Quiz 00:05:00
    • Introduction Unlimited
    • What to Expect Unlimited
    • Techniques to Try Unlimited
    • How to Break an Impasse Unlimited
    • Case Study Unlimited
    • Module 6: Phase Two — Bargaining Deck Unlimited
    • Module 6: Phase Two — Bargaining Quiz 00:05:00
    • Introduction Unlimited
    • Three Ways to See Your Options Unlimited
    • About Mutual Gain Unlimited
    • Creating a Mutual Gain Solution Unlimited
    • What Do I Want? Unlimited
    • What Do They Want? Unlimited
    • What Do We Want? Unlimited
    • Case Study Unlimited
    • Module 7: About Mutual Gain Deck Unlimited
    • Module 7: About Mutual Gain Quiz 00:05:00
    • Introduction Unlimited
    • Reaching Consensus Unlimited
    • Building an Agreement Unlimited
    • Setting the Terms of the Agreement Unlimited
    • Case Study Unlimited
    • Module 8: Phase Three — Closing Deck Unlimited
    • Module 8: Phase Three — Closing Quiz 00:05:00
    • Introduction Unlimited
    • Being Prepared for Environmental Tactics Unlimited
    • Dealing with Personal Attacks Unlimited
    • Controlling Your Emotions Unlimited
    • Deciding When It’s Time to Walk Away Unlimited
    • Case Study Unlimited
    • Module 9: Dealing with Difficult Issues Deck Unlimited
    • Module 9: Dealing with Difficult Issues Quiz 00:05:00
    • Introduction Unlimited
    • Adapting the Process for Smaller Negotiations Unlimited
    • Negotiating via Telephone Unlimited
    • Negotiating via Email Unlimited
    • Case Study Unlimited
    • Module 10: Negotiating Outside the Boardroom Deck Unlimited
    • Module 10: Negotiating Outside the Boardroom Quiz 00:05:00
    • Introduction Unlimited
    • Choosing the Negotiating Team Unlimited
    • Covering All the Bases Unlimited
    • Dealing with Tough Questions Unlimited
    • Case Study Unlimited
    • Module 11: Negotiating on Behalf of Someone Else Deck Unlimited
    • Module 11: Negotiating on Behalf of Someone Else Quiz 00:05:00
    • Introduction Unlimited
    • Words from the Wise Unlimited
    • Action Plans and Evaluations Unlimited
    • Module 12: Wrapping Up Deck Unlimited

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