Course details

Negotiating the Best Solution

Negotiating the Best Solution


Overview/Description
Target Audience
Prerequisites
Expected Duration
Lesson Objectives
Course Number
Expertise Level



Overview/Description
Negotiation is not a game where the “winner takes it all” - it’s a relationship-building process where those involved try to understand each other’s needs and think creatively about solutions. Central to this process are effective negotiating skills. In this course, you’ll learn how to build and maintain trust so you can find common ground with the other party. You’ll hone your negotiation skills by exploring how people with different personality types may react during negotiations. You’ll also learn how to manage emotions and interests, facilitate agreements, and overcome continued resistance. Finally, you’ll learn how to close a negotiation so that all parties involved are satisfied.

Target Audience
Individuals who want to develop their negotiation skills

Prerequisites
None

Expected Duration (hours)
0.5

Lesson Objectives

Negotiating the Best Solution

  • recognize examples of ways to increase the level of trust your negotiating counterpart has in you
  • identify your counterpart's negotiating personality
  • recognize strategic approaches to emotions and interests in an negotiation
  • identify tactics for facilitating agreement by offering and modifying options
  • recognize strategies for gaining agreement despite a counterpart's resistance
  • take appropriate action to close a deal
  • use strategies to identify who you're negotiating with and reach an effective agreement
  • Course Number:
    acm_12_a02_bs_enus

    Expertise Level
    Intermediate