Self-Paced Online Course Description
This
course is designed to help executives and other potential deal-makers
learn the essential strategies and skills to conducting successful
business negotiations. Learners in this course will explore the
fundamentals of deal making with the help of games, videos,
interactive exercises, case studies, and other engaging content.
The course begins by comparing and contrasting the two major types
of negotiation—Dispute Settlement Negotiation (DSN) and Deal Making
Negotiation (DMN)—and exploring the difference between negotiation
and bargaining. Key topics covered in the course include the stages
of the negotiation process; the importance of preparation and
realistic goal-setting; the five basic approaches to negotiation;
when to make (and when to avoid) commitments; the relative
importance of relationships and outcomes; the decision to walk away
from a negotiation; and the unique challenges posed by multiparty,
international, and cross-cultural negotiations.
What You Will Learn:
- Distinguish between
Dispute Settlement Negotiation (DSN) and Deal Making
Negotiation (DMN)
- Explain the
importance of BATNA in Deal Making Negotiation
- Describe the
relationship between bargaining and negotiation
- Distinguish between
interests and positions, and describe the importance of each
- Explain the five
steps of the negotiation process
- Identify the types
of information that should be assembled prior to negotiation
- Describe the five
principal approaches to negotiation
- Identify the two
types of commitments, and explain how they affect negotiating
flexibility
- Explain the
importance of the opening position
- Describe Leigh
Thompsons mental models of negotiation
- Explain the
importance of active listening in the context of Deal Making
Negotiation
- Identify the
challenges posed by multiparty negotiations, and describe
strategies for meeting those challenges
- Describe the
circumstances under which a negotiator should call for a
timeout, and when she should walk away from a negotiation
- Explain the
additional preparations needed before undertaking
international or cross-cultural negotiations
- Apply the
principles of Deal Making Negotiation to real-world examples
Key Features:
- Mobile-friendly
- Audio-enabled
- Badge and
credit-awarding
- Real-world case
studies
- Fully accessible
- Games &
Flashcards
- Expert-supported
- Video content
Price: $89.00
For a
course preview and to register, click here!
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