Instructor for this course

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: May 14, 2022

Included In Certifications

This course is included in the following Certification Programs:

28 CoursesMastering Management Certification

  1. Preventing Harassment, Abusive Behavior, Bullying, And Discrimination In The Workplace 2020 Update – 2 hour training
  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. Resolving Workplace Conflict and Dealing with Different/Difficult People in 2020 and Beyond
  10. Group Decision Making and Problem Solving
  11. Resolving Workplace Conflict
  12. Company Culture: Creating and Maintaining the Best
  13. Part I: Cultural and Behavioral Information for Business in an International – Global Environment
  14. Part II: Country Specific, Cultural, and Behavioral Information - Doing Business in a Global Environment
  15. Effective Time Management and Goal Setting/Delegation
  16. Culture: Inside the Company and Outside the Country
  17. Cognitive Styles (Styles of Thinking, Talking, Giving and Receiving Information)
  18. Finding Success with Teams Working Far Apart
  19. Effective Workplace Negotiation and Persuasion
  20. Creating Rewards and Recognitions that Get You What You Want to Achieve
  21. Onboarding: From Entry-Level to Senior Executive
  22. Marrying Career Development with Succession Planning
  23. Visibility Enhances Promotability
  24. Delegating Skills for Managers
  25. Assertiveness Skills for Executives, Managers and HR Professionals
  26. How EQ Helps Motivate Your Staff
  27. Effective Meeting Management for Leaders, Managers, and Facilitators
  28. Communication: A Two-Way Process

16 Reviews (66 ratings)Reviews

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?
Anonymous Author
Covered different ways to address a negotiation and provided clear insight on what is needed to get to the best end result.
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.
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.
Member's Profile
Very Helpful! Great presentation by ArLyne Diamond. She kept me interested and really knows her stuff.
Member's Profile
Very detailed and informative course about how to negotiate and do it effectively.
Anonymous Author
This course is almost 90 minutes long. CPE should be 1.5 hours
Member's Profile
Solid content coverage describing various negotiation tactics.
Anonymous Author
Good recognition that no one-size-fits all circumstances.
Anonymous Author
Good intro to workplace negotiation
Member's Profile
Great course! Very informative.
Member's Profile
Great concepts and examples.
Member's Profile
Generally solid information
Anonymous Author
great course
Member's Profile
Anonymous Author


Course Complexity: Intermediate

Prerequisite: Business experience


Advanced Preparation: None


Education Provider Information

Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
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 .
Course Syllabus
Workplace Negotiation and Persuasion
  11:21Negotiation Basics
  9:28Understanding the Elements of Negotiation
  4:04Saying NO To Negotiation
  11:52Setting The Stage: Pre-Negotion Planning
  7:53Emotional and Psychological Aspects to Consider
  10:00Frames and Positions
  5:10Useful Tactics for Distributive Bargaining
  18:52Integrative or Principled Negotiation: Getting to YES
  1:26Best Practices in Negotiation
Continuous Play
  1:26:23Effective Workplace Negotiation and Persuasion
  PDFSlides: Workplace Negotiation and Persuasion
  PDFWorkplace Negotiation and Persuasion Glossary/Index
  PDFBONUS: The History of Management and Negotiation Styles