Negotiation Skills

Course Title: Definition and Scope of Negotiation

This course introduces the fundamentals of negotiation, including its definition, key characteristics, and broad applications across personal, professional, and organizational contexts. Learners will understand when and why negotiation is used and explore its role in conflict resolution and value creation.

Course Title: Types of Negotiation: Distributive vs. Integrative

This course explores the two primary negotiation styles—distributive (win-lose) and integrative (win-win). Learners will understand their key differences, strategic uses, and how to choose the appropriate approach based on context and desired outcomes.

Course Title: Common Misconceptions in Negotiation

This course addresses widespread myths about negotiation, such as the belief that it's always adversarial or that good negotiators are born, not made. Learners will debunk these misconceptions and build a more effective, realistic understanding of negotiation dynamics.

Course Title: Cognitive Biases and Heuristics in Negotiation

This course examines how mental shortcuts and biases—such as anchoring, confirmation bias, and overconfidence—affect negotiation decisions. Learners will develop awareness of these influences and strategies to mitigate their impact for more rational and effective outcomes.

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Course Title: Influence, Persuasion, and Anchoring in Negotiation

This course delves into the psychology of influence and persuasion, with a focus on anchoring techniques used to shape negotiation outcomes. Learners will gain practical tools to ethically persuade counterparts, establish favorable reference points, and negotiate with greater confidence and control.

Course Title: Emotional Intelligence in Negotiations

This course explores how emotional intelligence enhances negotiation effectiveness by improving self-awareness, empathy, and emotional regulation. Learners will discover techniques to navigate tension, build rapport, and achieve collaborative outcomes through emotionally intelligent communication.

Course Title: Stages of Negotiation: Preparation to Implementation

This course breaks down the five essential stages of negotiation—Preparation, Opening, Bargaining, Closure, and Implementation—guiding learners through each phase with strategies to plan effectively, communicate clearly, reach mutually beneficial agreements, and ensure successful execution.

Course Title: ZOPA and BATNA: Core Concepts in Negotiation

This course explains the critical negotiation concepts of ZOPA (Zone of Possible Agreement) and BATNA (Best Alternative to a Negotiated Agreement), helping learners assess deal boundaries, strengthen bargaining power, and make informed decisions when accepting or walking away from a negotiation

Course Title: Framing and Reframing Positions in Negotiation

This course explores how the way issues are presented—framing—can shape perceptions, influence outcomes, and uncover hidden value. Learners will practice reframing techniques to shift perspectives, reduce conflict, and foster creative, win-win solutions.

Course Title: Research and Goal-Setting in Negotiation

This course emphasizes the importance of thorough research and clear goal-setting before entering negotiations. Learners will develop skills to gather relevant information, define objectives, and create strategic plans that align with desired outcomes and negotiation contexts.

Course Title: Identifying Interests vs. Positions in Negotiation

This course teaches learners to distinguish between surface-level positions and underlying interests, enabling more effective, interest-based negotiation. By uncovering the “why” behind each party’s stance, participants can find common ground and craft more durable, mutually beneficial agreements.

Course Title: Risk Assessment and Strategy Planning in Negotiation

This course focuses on evaluating potential risks and developing strategic plans to navigate complex negotiations. Learners will gain tools to anticipate challenges, weigh trade-offs, and design flexible, goal-oriented approaches that enhance negotiation success.

Course Title: Cultural Differences in Negotiation Style

This course explores how cultural norms and values influence negotiation behaviors, communication styles, and decision-making. Learners will develop cross-cultural awareness and adapt strategies to negotiate effectively in diverse international and multicultural contexts.

Course Title: Contract and Vendor Negotiations

This course provides practical strategies for negotiating contracts and managing vendor relationships, focusing on terms, pricing, service levels, and risk mitigation. Learners will gain skills to secure value, ensure compliance, and build long-term, collaborative partnerships.

Course Title: Maintaining Credibility and Reputation in Negotiation

This course emphasizes the importance of integrity, consistency, and trustworthiness in negotiation. Learners will explore strategies to uphold professional credibility, foster long-term relationships, and enhance their reputation as reliable and ethical negotiators.