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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
