Mendoza College of Business

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About the course

Maximize Your Influence!

Negotiation Essentials is the first eight-week online course in the Executive Certificate in Negotiation program. In this course, you'll build a solid understanding of competitive interaction and develop the tactics, strategies and interpersonal skills necessary for success when competing over resources, direction or ideas. This course is ideal for professionals who want to enhance their core negotiation skills and become more effective business leaders and communicators. It provides knowledge and techniques that will enable you to strengthen your skills in any business setting. This course gives you a chance to practice what you've learned by engaging in hands-on simulations, ultimately leading you to an understanding of what processes fit your own individual personality and approach.

What You’ll Learn

Introduction to Negotiation

  • Negotiation Foundations: Myths, Misconceptions, and Pitfalls

Negotiation Stages

  • High-Quality Agreements
  • Key Processes in Reaching a Deal
  • Planning for Negotiations

Elements of Planning and Claiming

  • Positions and Interests
  • Opening Offers
  • Counteroffers and Concessions
  • Signaling Commitment

Fairness in Negotiations

  • Leveraging Relationships
  • Distributing Resources “Fairly”
  • Types of Fair Procedures

Negotiator’s Toolbox and Trust

  • Creating Gains
  • Types of Issues
  • Exploring Trust
  • Building Relationships

Working Women Negotiation

  • Effective Disclosure
  • Effective Questioning

Cognitive Biases and Barriers

  • Preparation and Negotiation Critique
  • Barriers to Effective Negotiation

Getting to Yes

  • Situational Factors and Possible Solutions
  • Counteroffers and Concessions

Curriculum

8 Week Course

Lesson 1 - Introduction to Negotiation

  • Introduction to Certificate Program
  • Introduction to Negotiations
  • Is This Negotiation? — Questions
  • Is This Negotiation? — Answers
  • Common Negotiation Myths and Misconceptions
  • Week 1 Conclusion

Lesson 2 - Negotiation Stages

  • Ground Rules for Exercises
  • Simulation: Blue Buggy
  • Blue Buggy Debrief
  • Blue Buggy Basics
  • High-Quality Agreements
  • Key Processes in Reaching a Deal
  • Planning for Negotiations
  • Five Quick Estimates — Question
  • Five Quick Estimates — Answer
  • Negotiation Stages — Opening Statement and Agenda Setting
  • Negotiation Stages — Building Supporting Arguments
  • Negotiation Stages — Closing Statements

Lesson 3 - Elements of Planning and Claiming

  • Simulation: Energetics Meets Generex
  • Energetics Meets Generex Debrief
  • Elements of Planning: Positions and Interests: Part 1
  • Elements of Planning: Positions and Interests: Part 2
  • Elements of Planning: BATNAs
  • Elements of Planning: Situational Factors
  • Elements of Planning: Possible Solutions
  • Claiming: Opening Offers
  • Claiming: Counteroffers and Concessions
  • Signaling Commitment
  • ASK Challenge

Lesson 4 - Fairness in Negotiations

  • Simulation: Federated Sciences Fund
  • Federated Sciences Fund Debrief
  • Leveraging Relationships
  • Distributing Resources "Fairly"
  • Types of Fair Procedures
  • Is Fairness Rational?
  • Keys for Distributing Fairly

Lesson 5 - Negotiator’s Toolbox and Trust

  • Creating Gains
  • Simulation: Package Deal
  • Package Deal Debrief
  • Types of Issues
  • Relationship Development: Exploring Trust
  • Building Relationships
  • Negotiator's Toolbox: Part 1
  • Negotiator's Toolbox: Part 2
  • Negotiator's Toolbox: Part 3
  • Planning Tool

Lesson 6 - Working Women Negotiation

  • Effective Disclosure
  • Effective Questioning
  • Simulation: Working Women
  • Working Women Debrief
  • Working Women Discussion

Lesson 7 - Cognitive Biases and Barriers

  • Preparation Critique - Seller
  • Preparation Critique - Buyer
  • Negotiation Critique
  • Cognitive Biases: Part 1
  • Cognitive Biases: Part 2
  • Barriers to Effective Negotiation

Lesson 8 - Getting to Yes Review

  • Getting to Yes: Part 1
  • Getting to Yes: Part 2
  • Getting to Yes: Part 3
  • Getting to Yes: Part 4
  • Course 1 Conclusion

Who should attend

Negotiation Essentials is designed to bring those with little or no formal negotiation training up to speed while helping seasoned negotiators re-examine their foundational skills and break any bad habits they may have developed over time.

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