Effective Negotiations

Target Audience
This course is intended for adults seeking to improve their negotiating skills.

You will only be able to access this course for the first 30 days after purchase.

Every day we are involved in negotiations of one form or another. Even though negotiations are an integral part of our lives, techniques for managing these situations are not instinctive; they must be learned.

Experienced negotiators make a conscious decision about what type of strategy to use in a discussion based on factors such as the importance of the relationship and the importance of what is at stake. Key concepts such as the "best alternative to no agreement", reservation price, and the "zone of possible agreement" can help when conducting negotiations. Since power is a fundamental dynamic in negotiations, it is important for negotiators to have a basic understanding of ways they can exert and also gain power in a discussion.

Learning Objectives

After completing this course, you should be able to:

 Define what negotiation is

 Explain the differences between principled negotiation, distributive negotiation, integrative negotiation and mixed motive negotiation

 Discuss what BATNA is and why it is important within the context of a negotiation

 Describe the concepts of reservation price and ZOPA, as well as how they relate to one another in a negotiation

 Describe the steps that should be taken to plan for a negotiation

 Explain the ways that power can be used in a negotiation, and how power can be gained from different sources

 Identify different behaviors which can pose challenges to a negotiation and may cause impasses

 Apply the concepts of negotiation to two real-world scenarios

The suggested number of CEUs for this course are .5, or 5 contact hours.
A passing score of 70% or higher is needed to successfully complete this course for CEUs. Learners will have three attempts at all graded assessments.
List Price: $79.00
WEF Member Price: $71.00
Additional Information

Level: Introductory/No Prerequisites

Prerequisites: There are no prerequisites for this course.

Estimated time to complete: 3-5 hours

Ask the Expert: This course has an "Ask the Expert" feature, which submits your questions directly to an expert in the field you are studying. Questions are answered as quickly as possible and usually within 24 hours.

Required Material: This course does not require any additional purchases of supplementary materials.

Successful Completion Requirement for IACET CEU: Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement and qualify to receive IACET CEU credit. Learners will have three attempts at all graded assessments.