In the workplace negotiation takes place many times a day.  Sometimes it is a simple agreement between two people and at other times whole departments get into controversies with each other that must be resolved.

Successful negotiation in the workplace should get mutually agreed to results and enhance the relationships between the individuals/groups involved.  It should result in a win/win for all – plus for the company, its stakeholders and stockholders.

Thus persuasion, not commands, are the manner in which the best of negotiation takes place.

This course explores areas and types of negotiation commonly encountered in a business setting.  We look at the strategies for both negative and positive forms of negotiation and learn how to negotiate in a positive and successful manner for all involved.  Finally, we will end with some best practices tips.

Whether a CFO, accountant or accounts receivable clerk, this workshop will help you enhance your skills in working cooperatively and successfully with others.

Learning Objectives
  • Explore areas and types of negotiation commonly encountered
  • Identify strategies to get people to help you
  • Discover how to get to the real needs and values in negotiation
  • Identify BATNA (Best Alternative To a Negotiated Agreement)
  • Explore how to enhance your skills in working cooperatively and successfully with others
Last updated/reviewed: August 5, 2023

Included In Certifications

This course is included in the following Certification Programs:

29 CoursesMastering Management Certification

  1. Preventing Harassment, Abusive Behavior, Bullying, And Discrimination In the Workplace
  2. The Art and Science of Interviewing
  3. Investigating a Complaint of Inappropriate Behavior in The Workplace
  4. Understanding Our Unconscious Biases
  5. Americans With Disabilities Act (ADA) Management’s Role
  6. Management Providing Safety and Better Ergonomics
  7. Maintaining a Culture of Innovation and Creativity
  8. Managing Passive People
  9. Group Decision Making and Problem Solving
  10. Resolving Workplace Conflict
  11. Company Culture: Creating and Maintaining the Best
  12. Part I: Cultural and Behavioral Information for Business in an International – Global Environment
  13. Part II: Country Specific, Cultural, and Behavioral Information - Doing Business in a Global Environment
  14. Effective Time Management and Goal Setting/Delegation
  15. Culture: Inside the Company and Outside the Country
  16. Cognitive Styles (Styles of Thinking, Talking, Giving and Receiving Information)
  17. Finding Success with Teams Working Far Apart
  18. Change Management: The People Side
  19. Effective Workplace Negotiation and Persuasion
  20. Ethics and Attitude in the Workplace
  21. Creating Rewards and Recognitions that Get You What You Want to Achieve
  22. Onboarding: From Entry-Level to Senior Executive
  23. Marrying Career Development with Succession Planning
  24. Visibility Enhances Promotability
  25. Delegating Skills for Managers
  26. Assertiveness Skills for Executives, Managers and HR Professionals
  27. How EQ Helps Motivate Your Staff
  28. Effective Meeting Management for Leaders, Managers, and Facilitators
  29. Communication: A Two-Way Process
18 Reviews (72 ratings)

Reviews

2
Member's Profile
Very little, if any, discussion re: how we make decisions (neuroscience) and how we can use language & emotion to our advantage. Do brainstorms really work in a hostile environment? Gender time perception doesn't make sense based on the examples given. Tomorrow still means tomorrow regardless of who is saying it. Too many anecdotes & metaphors, too few real-world examples, and I don't really understand the use of BATNA: what if there is no alternative?
5
Anonymous Author
A good refresher course for honing in on your negotiating skills and achieving a desired outcome through the use of effective persuasion techniques. The content presented in this course can easily be applied at all levels within the workplace as well as personally.
5
Anonymous Author
Great emphasis on principled bargaining and getting to a win-win. Also liked understanding the distributive bargaining and how it works.
4
Anonymous Author
Covered different ways to address a negotiation and provided clear insight on what is needed to get to the best end result.
4
Anonymous Author
I thought this was an interesting course, but since it was worth 1 CPE, I was surprised that it took about 1.5 hours.
5
Anonymous Author
Good course. I'm not sure why it is only 1 CPA CPE for total course length of 1hr 26m, but otherwise very satisfied.
5
Member's Profile
Very Helpful! Great presentation by ArLyne Diamond. She kept me interested and really knows her stuff.
4
Member's Profile
Very detailed and informative course about how to negotiate and do it effectively.
4
Anonymous Author
This course is almost 90 minutes long. CPE should be 1.5 hours
3
Member's Profile
Solid content coverage describing various negotiation tactics.
4
Anonymous Author
Good recognition that no one-size-fits all circumstances.
4
Anonymous Author
Good intro to workplace negotiation
5
Member's Profile
Great course! Very informative.
Member's Profile
Great concepts and examples.
4
Member's Profile
Generally solid information
5
Anonymous Author
great course
Member's Profile
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5
Anonymous Author
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Prerequisites
Course Complexity: Intermediate

Prerequisite: Business experience

 

Advanced Preparation: None

 

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction to Workplace Negotiation and Persuasion6:20
Workplace Negotiation and Persuasion
  Negotiation Basics11:21
  Understanding the Elements of Negotiation9:27
  Saying NO To Negotiation 4:03
  Setting The Stage: Pre-Negotion Planning 11:52
  Emotional and Psychological Aspects to Consider 7:52
  Frames and Positions9:59
  Useful Tactics for Distributive Bargaining 5:06
  Integrative or Principled Negotiation: Getting to YES18:51
CONCLUSION
  Best Practices in Negotiation1:25
Continuous Play
  Effective Workplace Negotiation and Persuasion 1:26:22
SUPPORTING MATERIALS
  Slides: Workplace Negotiation and PersuasionPDF
  Workplace Negotiation and Persuasion Glossary/IndexPDF
  BONUS: The History of Management and Negotiation StylesPDF
REVIEW & TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam