Access Time: 30 Days
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.
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
Preview a few course pages by clicking through the slideshow below:
Target Audience: This course is intended for adults seeking to improve their negotiating skills.
Level: Introductory/No Prerequisites
Prerequisites: There are no prerequisites for this course.
Estimated time to complete: 3-5 hours
Ask the Expert: This course has an "Ask the Expert" feature, which submits your questions directly to an expert in the field you are studying. Questions are answered as quickly as possible and usually within 24 hours.
Required Material: This course does not require any additional purchases of supplementary materials.
Successful Completion Requirement for IACET CEU: Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement and qualify to receive IACET CEU credit. Learners will have three attempts at all graded assessments.
- Read all course materials and complete all course activities
- You must complete the course with all required test scores of 70% or greater