Successful Negotiation: Essential Strategies and Skills

Description

In the course, you’ll learn :

• 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?
• Position Based and Interest Based Negotiation
• A Dispute Resolution or Deal Making Negotiation?
• Analyzing the Negotiation
• Best Alternative to a Negotiated Agreement
• Cross-Cultural Negotiations
• Ethical Issues and Standards
• Agents

 

2. Negotiate: Use Key Tactics for Success

• Getting to Know the Other Side and Using Power in Negotiations
• Psychological Tools: Introduction and Mythical Fixed Pie Assumption
• Anchoring, Overconfidence, and Framing
• Availability, Escalation, Reciprocation, Contrast Principle, and Big Picture Perspective

 

3. Close: Create a Contract

• About Contract Law
• Creating Contracts
• Business vs. Legal Objectives in Contracting

 

4.  Perform and Evaluate: The End Game

• Dispute Prevention
• ADR Concepts and Tools
• Arbitration
• Mediation
• Contract Performance Review and Evaluation

 

5. Practice Your Negotiation Skills

• Your Negotiation Exercise
• Planning for Negotiation and Negotiation Tactics
• Psychological Tools, Creating and Performing the Contract, and Building a Larger Pie

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