Executing the Negotiation Process Series

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. 

Learning Objectives

• Know all the phases of negotiation—preparation, setting ground rules, clarification and justification, problem-solving, and closure
• Be able to define and determine your Best Alternative to a Negotiated Agreement (BATNA) and your Zone of Possible Agreement (ZOPA)
• Be able to identify the three types of negotiation: distributive, congruent, and integrative