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.
- 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
|Accessible||Badge and credit-awarding|
|Games & Flashcards||Real-world case studies|
|Audio-enabled in app|
You may request a refund up to 5 days from the purchase date. The registration fee will only be refunded if less than 10% of the course has been completed. Completion percentage can be viewed on the Course Progress page from within the course.
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.
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.
Project Management Institute, PMI, the Registered Education Provider logo, Project Management Professional, PMP, Project Management Body of Knowledge, PMBOK, PMI Agile Certified Practitioner, PMI-ACP, PMI Risk Management Professional, PMI-RMP, the PMI Talent Triangle, and the PMI Talent Triangle logo are marks of the Project Management Institute, Inc.
Information in this course has been taken from A Guide to the Project Management Body of Knowledge, (PMBOK® Guide) — Fifth Edition, Project Management Institute Inc., 2013.