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In the course, you’ll learn about and practice the four steps to a successful negotiation:
- Prepare: Plan Your Negotiation Strategy
- Negotiate: Use Key Tactics for Success
- Close: Create a Contract
- Perform and Evaluate: The End Game
Syllabus :
1. Prepare: Plan Your Negotiation Strategy
- Should I Negotiate?
- A Position Based or Interest Based Negotiation
- A Dispute Resolution or Deal Making Negotiation?
- Analyzing the Negotiation
- Your BATNA in a Dispute Resolution Negotiation
- Using Decision Trees to Complete Your BATNA Analysis
- Cross-Cultural Negotiations
- How to Handle Ethical Issues
- General Ethical Standards
- Using Agents in Negotiations
2. Negotiate: Use Key Tactics for Success
- Getting to Know the Other Side
- Using Power in Negotiations
- Introduction to Psychological Tools; Mythical Fixed Pie Assumption
- Psychological Tools: Anchoring
- Overconfidence
- Framing
- Availability
- Escalation
- Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective
3. Close: Create a Contract
- Perspectives on Contracts
- Sources of Contract Law
- Creating Contracts: The Agreement
- Creating Contracts: Consideration and Legality
- Creating Contracts: Writing Requirements
- Business vs. Legal Objectives in Contracting
4. Perform and Evaluate: The End Game
- Dispute Prevention
- ADR Concepts
- ADR Tools
- Arbitration
- Mediation
- Contract Performance Review and Evaluation
5. Practice Your Negotiation Skills
- Introduction to Negotiation Exercise
- Negotiation Debrief: Planning for Negotiation
- Negotiation Tactics
- Psychological Tools
- Creating and Performing the Contract
- Negotiation: Building a Larger Pie
