Self-Paced Online Course Description
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 course should be an essential part of any basic
business and management training.
What You Will Learn:
- Define negotiation
- 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
Key Features:
- Mobile-friendly
- Audio-enabled
- Badge and
credit-awarding
- Real-world case
studies
- Fully accessible
- Games &
Flashcards
- Expert-supported
Price: $79.00
For a
course preview and to register, click here!
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