This course is included at no additional cost for Decision Support Network members who participate in a Knowledge Sharing Board® (In the payment section, select DSN Members to enroll for free).
Course Description: Negotiation Mastery
This comprehensive course offers a deep dive into the core principles and strategies of successful negotiation. Led by an experienced professor, the course covers a wide range of topics essential for mastering negotiation skills in both business and personal contexts.
Introduction and About the Professor
The course begins with an introduction to the subject matter and an overview of the professor’s background and expertise.
Evaluating Your Negotiation Approach
- Achieving Success Through Negotiation: Learn the fundamental strategies that lead to successful negotiations.
- Analyzing Your Negotiation Style: Understand how to assess your unique approach to negotiation.
- Ethical Standards: Explore the importance of ethical considerations in negotiation practices.
Develop Your Negotiation Strategy
- Negotiation Based on Positions vs. Negotiation Based on Interests: Understand the difference and when to apply each approach.
- Is Negotiation the Right Choice?: Learn how to assess whether negotiation is the best solution in a given situation.
- Evaluating the Negotiation: Learn how to assess and analyze the effectiveness of your negotiation strategy.
- Is the Negotiation for Conflict Resolution or Agreement Making?: Discover how to distinguish between conflict resolution and deal-making negotiations.
- Optimal Alternative to a Negotiated Agreement (OANA): Gain insights into finding the best alternatives when a negotiated agreement is not possible.
- Decision Trees for OANA: Learn how to use decision trees as a tool to determine your best alternatives.
- Negotiations Across Cultures: Explore the dynamics of negotiating in cross-cultural settings.
- Engaging Third Parties: Understand when and how to involve third parties to facilitate negotiations.
Negotiating for Success
- Apply key tactics to enhance your negotiating power and achieve successful outcomes.
Build the Agreement
- Learn the steps and strategies for structuring and finalizing agreements.
Execute and Assess: The Final Stage
- Hone Your Negotiation Skills: Refine your techniques and practice for ongoing improvement in real-world situations.
Through lectures, quizzes, and practical exercises, this course will equip you with the essential tools and knowledge to become a skilled negotiator.
Course Features
- Lectures 40
- Quizzes 6
- Duration 10 weeks
- Skill level Expert
- Language English
- Students 3
- Certificate No
- Assessments Self
- 8 Sections
- 40 Lessons
- 10 Weeks
- I.Introduction and Welcome3
- II.Evaluating Your Negotiation Approach4
- III.Develop Your Negotiation Strategy12
- 3.1Module Objectives1 Minute
- 3.2Is Negotiation the Right Choice?
- 3.3Negotiation Based on Positions vs. Negotiation Based on Interests9 Minutes
- 3.4Is the Negotiation for Conflict Resolution or Agreement Making?18 Minutes
- 3.5Evaluating the Negotiation19 Minutes
- 3.6Optimal Alternative to a Negotiated Agreement (OANA)15 Minutes
- 3.7Decision Trees for OANA10 Minutes
- 3.8Negotiations Across Cultures17 Minutes
- 3.9Ethical Standards and Issues15 Minutes
- 3.10General Ethical Standards15 Minutes
- 3.11Engaging Third Parties18 Minutes
- 3.12Knowledge review – Module III15 Minutes20 Questions
- IV.Negotiate: Apply Essential Tactics for Success7
- 4.1Module Objectives
- 4.2Understanding the Other Party to Strengthen Your Negotiation Power8 Minutes
- 4.3Applying Influence in the Negotiation Process16 Minutes
- 4.4Psychological Tools in Negotiation13 Minutes
- 4.5Mental Shortcuts in Negotiation30 Minutes
- 4.6Influence Techniques and Perspective Shifts in Negotiation
- 4.7Knowledge review – Module IV20 Minutes30 Questions
- V.Understanding and agreement6
- VI.Execute and Assess: The Final Stage7
- 6.1Module Objectives1 Minute
- 6.2Conflict Avoidance Strategies17 Minutes
- 6.3Approaches and Tools for Resolving Disputes Without Litigation21 Minutes
- 6.4Resolving Disputes Through Arbitration30 Minutes
- 6.5Collaborative Conflict Resolution33 Minutes
- 6.6Assessing Contract Execution15 Minutes
- 6.7Knowledge review – Module VI12 Minutes16 Questions
- VII.Hone Your Negotiation Skills6
- 7.1Module Objectives
- 7.2Negotation Simulation7 Minutes
- 7.3Business Case to Negotiate45 Minutes
- 7.4Developing a Negotiation Strategy and Tactical Execution32 Minutes
- 7.5Utilizing Mental Frameworks, Crafting and Executing Contracts, and Growing the Collective Gains
- 7.6Knowledge Review – Module VII12 Minutes15 Questions
- Conclusion1
