Principles and Strategies for Negotiation
- Course Number: B1001
- Credits: 4 hours
- Instructor: Ellen Huang, PE
- Price: $40
Course Outline
Whether you are a top-level executive brokering a merger between two companies or an engineer searching for better career opportunities, chances are that you will negotiate with someone else - the head of the other company, or your potential new boss. Professionals like you deal with interpersonal relationships and conflicts in the workplace every day. In order to achieve the best results for all parties involved, the ability to negotiate is necessary.
At the end of this course, there will be a multiple-choice, open-book quiz, which is designed to enhance your understanding of the course material.
Learning Objectives
At the conclusion of this course, the student will:
- Understand the difference between distributive and integrative negotiation
- Understand the value of interests over positions
- Understand how to prepare for upcoming negotiations
- Understand the importance of determining needs, wants, and limits
- Understand how to enlist the help of outside experts
- Understand the importance of having a best alternative
- Understand strategies to negotiate more confidently and effectively
- Understand how to recognize and deal with tricky negotiators
- Understand how to create successful compromises
- Understand how to close a negotiation
- Understand what a successful outcome looks like from both sides of the table