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In order to negotiate successfully, you need to know what both sides of the negotiation value and what they do not value as highly.  While sometimes people will not be able to agree, understanding your goals and the goals of the other side early in the process will help you not waste time in fruitless negotiation and will propel both sides to work earnestly to reach an agreement.

This course is a primer in not only how to negotiate, but when to negotiate, where to negotiate, how to set the terms and calendar for negotiation, and most importantly, how to prepare for negotiation.  Everyone negotiates every day and when you become better at it, you can help others become better at negotiation, which benefits every one.

This course has practical impacts in both your professional and personal life and helps take some of the strain, stress, and effort out of negotiation.  And, if you currently dislike any form of negotiation, this course shows you ways to make it more enjoyable and less conflict bound. 

Learning Objectives

  • Explore how improved negotiation makes life better for all involved.
  • Identify what your side values most highly and what the other side values most highly as a key strategy in pursuing successful negotiations.
  • Discover the true purpose of negotiation.
  • Recognize that preparation is the most important factor in successful negotiation.
  • Discover how to calculate the cost of not agreeing to your side and to the other side in order to gain leverage in negotiation.

 

 

2 Reviews (5 ratings)Reviews

5
Member's Profile
Great discussion of negotiation. This concepts in this course can take some of the tension out of the negotiation process and help people make good deals that they can be happy with, without alienating the counterparty.
4
Member's Profile
clear and effective presentation with good use of slides

Prerequisites

Course Complexity: Intermediate

No advanced preparation or prerequisites are required for this course.

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 .
Course Syllabus
INTRODUCTION AND OVERVIEW
  1:56Introduction to Negotiation
Section 1
  15:35Purpose of Negotiation
Section 2
  6:56Preparation
  12:15Preparation (Continued)
Section 3
  10:23Best Practices
  8:24Best Practices (Continued)
  3:53Conclusion
CONTINUOUS PLAY
  59:22Negotiation
SUPPORTING MATERIALS
  PDFSlides: Negotiation
  PDFNegotiation Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM