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Mendoza College of Business

Negotiation Essentials

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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

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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