Negotiation Foundations Online Class

Description

In this course, you will :

• Identify the different types of negotiation.
• Distinguish the difference between asking and negotiation.
• List core negotiation practices.
• Explain anchoring and framing for mutual benefit.
• Describe tactical empathy.
• Explain the principles of influence.
• Create an influence plan.
• Analyze conflict styles.
• Recognize contentious negotiation tactics.

Syllabus :

1. The Basics of Negotiation

• Developing a negotiation mindset
• The three core negotiation practices
• Anchoring and framing for mutual benefit
• Listening and building tactical empathy
• Trading things of value
• The wrong and right way to negotiate

 

2. Getting Ready for a Negotiation

• Researching and preparing
• Identifying priorities and designing options

 

3. Engaging Your Allies

• Understanding how influence works
• Creating your influence plan

 

4. Getting Through and Past No

• Understanding conflict styles
• A template for getting past no
• A template for saying no

 

5. Essential Negotiation Tips and Strategies

• Dealing with contentious tactics
• Negotiation hacks

 

6. Negotiating at a Distance

• Telephone and videoconference
• Email and text

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