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Negotiation for Professionals

at NegotiateUP

Course Details
Start Date:

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Interactive LIVE webinar
This is a 8-week course. No class date TBD
Class Level: Advanced
Age Requirements: 12 and older
Average Class Size: 200
System Requirements:

Laptop/ desktop with a reliable internet connection are required.

Class Delivery:

All the materials are uploaded to school's online platform and made available to you.

Teacher: Eric Max

What you'll learn in this negotiation training:

Who should take this course 

The “Negotiation for Professionals” online course is designed for busy business professionals who are looking for a top-flight graduate-level negotiation course that is condensed into eight weeks. It is particularly well suited for graduates of MBA, JD, and MD programs who did not take a negotiation course in graduate school or who would like to update their negotiation skill set. This course will give you the practical tools you need to become a more confident and effective negotiator in your personal and professional life. 

This course covers how to:

  • Identify Your Negotiation Style 
  • Prepare for a Negotiation 
  • Determine Appropriate Opening Offers and Counters  
  • Present your position with confidence 
  • Turn a “win-lose” negotiation into a “win-win” 
  • Negotiate with Difficult People 
  •  Address ethical issues in a negotiation 

Week 1 - Trust 

Learn how trust plays a role in negotiation with a quick and iterative negotiation exercise. 

Week 2 - Distributive Negotiation 

Distributive bargaining, also known as "zero-sum" or "win-lose" bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resouce. Learn concepts such as the "pie", BATNAs, and reservation tactics. 

Week 3 - Integrative Negotiation 

Integrative bargaining, also known as "win-win bargaining" is a negotiation strategy in which the parties in question cooperate to find a "win-win" solution to their dispute. Learn how to develop mutually beneficial agreements based on the interests of the disputants. 

Week 4 - Communication 

Communication is a key part of effectively negotiating. Learn strategies to increase communication between affected parties and collaborate to negotiate better deals. 

Week 5 - Interests vs Positions

Negotiation can be a multifaceted issue. Understand how to approach negotiation from multiple angles and learn what "winning" a negotiation takes many forms. 

Week 6 - Ethics 

Ethics plays a key role in negotiation. Take part in a negotiation simulation that has ethics take the forefront and negotiate a deal that will need to take the past, present, and future into consideration. 

Week 7 - Multi-party Negotiations 

Conducting multi-party negotiations can be challenging. Learn how to prepare for and navigate these complex negotiations. 

Week 8 - How to Negotiate with Difficult People 

Negotiating with aggressive or non-responsive parties can be a deal breaker. Learn your own negotiating style and how to deal with the negotiating styles of the other people in your negotiation. 

Course Design 

This course is highly interactive. It is based on the premise that you cannot learn negotiation simply by reading a book. Learning how to negotiate requires hands-on practice. Each week you will be matched up with a different person in the course to conduct an out of class negotiation role-play. Each role-play will then be debriefed in our virtual classroom. 

Recommended books to purchase: 

Getting to Yes by Fisher and Ury (paperback), and Bargaining for Advantage by Richard Shell (paperback) 

Course Structure 

Because it is taught online, there is flexibility as to when you conduct the role-plays and view the class discussion. Role-plays can be negotiated at a time during the week that is mutually convenient for you and the person you are negotiating with. 

Although attending virtual class live is encouraged, class discussions are recorded so that participants can watch them at other times if necessary. This makes the course ideal for participants in different time zones or with unpredictable schedules.

Still have questions? Ask the community.

Refund Policy

Full refund within 30 days of purchase.

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