Effective Negotiation
Strengthen your negotiation skills and secure better outcomes in every deal. This course explains core concepts such as BATNA, reservation price, and the zone of possible agreement, and contrasts distributive and integrative approaches. Learn how to prepare strategically, apply effective tactics, and respond when negotiations stall. Address negotiations involving employees and suppliers, and measure results to improve future performance. Develop a disciplined negotiation framework that protects value and advances organizational objectives.
Format
PDF Course
Course Lists
Duration
5 Hours
Course Information
Author: Steven Bragg
Course Number: BM1006
Table of Contents
Chapter 1. Negotiation Concepts
Chapter 2. Negotiator Skills and Characteristics
Chapter 3. Negotiation Preparation
Chapter 4. Negotiation Tactics
Chapter 5. Dealing with Failing Negotiations
Chapter 6. Negotiation Outcomes
Chapter 7. Employee Negotiations
Chapter 8. Supplier Negotiations
Chapter 9. Negotiation Measurements
Learning Objectives
- Recognize when it is not appropriate to engage in a negotiation.
- Describe how value creation through trades works.
- Describe the different win-loss combinations and what causes each one.
- Specify the core elements driving the outcome of a deal.
- Describe the characteristics of a successful negotiator.
- Recognize the impact of anxiety on a negotiation.
- Identify the types of preparation work to complete prior to a negotiation.
- Describe how to deal with a weak BATNA.
- Specify the circumstances under which to hire a professional negotiator.
- Specify the advantages of framing in a negotiation.
- Cite the options available for relieving tension in a negotiation meeting.
- Recognize the nature of the negotiator’s dilemma.
- Specify the variations on how a commitment statement can be sent.
- Recognize the situations in which an exploding offer may be used.
- Describe when final-offer arbitration is used and its shortcomings.
- Specify the differences between arbitration and mediation.
- State why a negotiation should be fully documented.
- Describe why the timing of additional settlements can be beneficial.
- Identify the options for reducing the financial burden of a compensation arrangement.
- Identify the members of a negotiation team and note why they are on the team.
- Recognize the different types of cost-sharing clauses that may be used with a supplier.
- Specify the offsetting clauses that can be used when a buyer wants to include an early contract termination clause in a contract.
- Identify the factors that can be used to judge the outcome of a negotiation.
Level: Overview
Instructional Method: QAS Self-Study
NASBA Category: Business Management & Organization
Prerequisites: None
Advance Preparation: None
Latest Review Date: August 2025
Program Registration Requirements: Click on the Enroll button to pay for and access the course. You will then be able to download the course as a PDF file, then take an on-line examination, and then download a certificate of completion if you pass the examination.
Program Refund Policy: For more information regarding administrative policies concerning complaints, refunds, and other matters, see our policies page.