Negotiation Skills

Code: BMBA320
Apply this course towards: Business Administration – Certificate, Business Administration – Diploma

Course description

Knowing how to negotiate is critical. Whether between suppliers, clients, other managers, external stakeholders or even family members, negotiation isn’t about winners and losers. Traditional approaches to negotiation promote competitive tactics, often resulting in unsatisfactory outcomes for one or both negotiators. Collaborative or interest-based negotiation aims for agreements that respond to the needs, goals and objectives of all parties. Gain the insight, skill and experience you need to uncover the real interests of yourself and the other party, and practical tools and techniques to create more value with less conflict during any negotiation process.

This course will provide learners an overarching strategic negotiating framework and approach that is flexible to suit each individual style, skillset, and situation. Negotiation concepts will offer a foundation for effective negotiating, and thoughtful application and repeated practice of strategic negotiating skills will make collaborative negotiation a habit. You will prepare for negotiations, assess your alternatives, build a climate of collaboration, and get beyond stubborn position-taking to develop agreements that work for both sides.

View sample course outline (PDF). 

Learning objectives

Students completing this course will be able to:

  1. Understand the elements of an effective negotiator, key dynamics in negotiation, and different negotiation styles based on tactics, psychology, body language and different personality types;
  2. Understand the negotiation process, how to prepare and manage a 4-step process for effective negotiations;
  3. Move a "competitive" negotiation to one more focused on mutual interests, how to deal with difficult personalities or situations;
  4. Use communication "Tools" to build trust and collaboration to maximize negotiation value; and
  5. Develop personal skills and strategies for ensuring effective negotiations with solid outcomes.

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