Negotiation and decision-making skills

At this Negotiation course, you will test your beliefs and assumptions, learn how people make decisions, overcome emotional and rational biases, examine negotiation scenarios, and discover a range of negotiation strategies. You will also understand that people have different ways of dealing with conflict, which affects the way they behave in a negotiation.

This course will help you:

  • Improve working relationships and resolve disputes.
  • Understand your BATNA (best alternative to a negotiated agreement) and ZOPA (zone of potential agreement) to gain a better understanding of your options.
  • Evaluate your personal tendencies in the face of conflict and learn to manage your bargaining strengths and weaknesses.
  • Recognize the most common manipulative negotiation tactics and ways to neutralize their effect

Negotiation is one way of resolving disputes. There are others, and mediation is also one of them.

Negotiation, on the other hand, is a skill you have already been using whenever you’ve tried to deal with limited resources. Negotiation is rather focused on problem solving and decision-making instead of ultimately preserving relationships and improving parties’ communication, which is what mediation does.

Learning how to negotiate properly will help raise the level of your self-confidence and your awareness about all the steps and decisions taken during the phases of reaching an agreement with another party.

1. Understanding Key Negotiation Concepts

You’ll examine ways to structure the bargaining process, learn how to identify both you and your counterpart’s interests, and to recognize the most common manipulative tactics used by difficult people. Discover how to succeed, not by defeating the other side, but by advocating persuasively for your own.

2. Managing Interpersonal Dynamics 

Building on Session 1, you’ll discover how to manage the tension between empathy and assertiveness. Learn to navigate personality differences, diverse agendas, and social pressures. By evaluating your personal tendencies in the face of conflict, you’ll learn to manage your strengths and weaknesses to become a more effective negotiator.

3. Addressing Negotiation Complexities

On the final day, you’ll learn how to shape agreements and informal understandings within a complex web of relationships. Through relevant case studies, you’ll learn how to apply negotiation theory to real-world situations and have the opportunity to practice your newfound negotiation techniques.


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