Course Description | Negotiations

Whether agreeing to terms of a contract with a supplier or simply making daily decisions with a co-worker, negotiating is a common activity of each work day. Effective negotiations provide the possibility of satisfying needs of the organization as well as the needs of a counterpart. They can also build lasting business relationships that translate into long-term benefits for the organization. However, the globalizing economy continues to add layers of complexity to the negotiation process. This course dissects the nature of negotiations, provides frameworks for building strategies for effective negotiations and explores the nature of conflict and conflict resolution. Sessions will entail building personal negotiation strategies, identifying one’s sources of negotiating power and simulations to address varying contexts of negotiating.

Key Takeaways:

  • Learn to identify BATNAs (best alternative to no agreement) and the role these play in determining a negotiation strategy.
  • Learn to understand the perspective of negotiating counterparts, their needs, and ultimately, the role of your relationship with them.
  • Understand the primary components of the negotiation process.
  • Analyze factors that influence the outcome of negotiations.
  • Understand the nuances of creating value versus claiming value.