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Executing the Negotiation Process Series
Negotiate with know-how and expertisePreview the first lesson free — get full access to all 19 lessons.
Essential Provider : Michael D. Ford 19 Lessons · 29m in Arabic, German, English, Spanish, French, Portuguese, Chinese
Course Description
The absolute last thing you want to do in a negotiation is to go in unprepared, in any sense of the word. There are so many things you need to know before you sit down at that table and start hashing out terms: What are the ground rules you need to set going forward? What exactly is it that you want? What about the other party? Your knowledge on how to work a negotiation can make or break the proceedings.
This course by Michael D. Ford breaks down the process of negotiating, providing you with the skills you’ll need to walk away with everything you want and/or need. You’ll be guided through all the phases of negotiation, from preparation to closure and implementation. Then you will be introduced to relevant terminology, such as Best Alternative to a Negotiated Agreement, Zone of Possible Agreement, and the three types of bargaining scenarios you may encounter in a negotiation. Finally, you will be taught how to effectively negotiate via using the four key principles of negotiation, as well as using persuasive and bargaining techniques, setting terms properly, embodying the characteristics of an effective negotiator, and avoiding pitfalls.
What You'll Learn
- Navigate all phases of negotiation, from preparation and setting ground rules through clarification, problem-solving, and closure and implementation
- Define and determine your Best Alternative to a Negotiated Agreement (BATNA) and your Zone of Possible Agreement (ZOPA)
- Identify the three types of negotiation issues: distributive, congruent, and integrative
- Apply the four key principles of negotiation along with persuasion and bargaining techniques
- Set terms properly and embody the characteristics of effective negotiators
- Recognize and avoid common negotiation pitfalls
Key Takeaways
- Preparing before a negotiation is essential, covering what you want, what the other party wants, and the ground rules to set going forward.
- The negotiation process moves through distinct phases: preparation, setting ground rules, clarification and justification, problem-solving, and closure and implementation.
- Key negotiation concepts include the Best Alternative to a Negotiated Agreement (BATNA) and the Zone of Possible Agreement (ZOPA).
- Negotiations involve three types of issues or scenarios: distributive, congruent, and integrative.
- Effective negotiation relies on four key principles together with persuasion techniques, bargaining techniques, proper term-setting, and avoiding pitfalls.
Frequently Asked Questions
What does this course cover?
Taught by Michael D. Ford, the course breaks down the negotiation process across all phases—preparation, setting ground rules, clarification and justification, problem-solving, and closure and implementation—and introduces terminology such as BATNA, ZOPA, and the three types of bargaining scenarios, along with the four key principles of negotiation, persuasion and bargaining techniques, setting terms, the characteristics of effective negotiators, and common pitfalls.
What are BATNA and ZOPA?
BATNA stands for Best Alternative to a Negotiated Agreement and ZOPA stands for Zone of Possible Agreement; the course teaches you to define and determine both.
What are the three types of negotiation issues taught in this course?
The course covers three types of negotiation issues: distributive, congruent, and integrative.
What skills does this course build?
It develops skills in negotiation, business negotiation, contract negotiation, negotiation strategies, negotiation training, and strategic negotiations.
Who teaches this course?
The course is taught by Michael D. Ford.
