The Negotiation Skills for Business & Management course introduces learners to the essential concepts and strategies used in effective negotiation. Designed for everyday business and management situations, this course explores how skilled negotiators adapt their approach based on context, relationships, and stakes. Learners develop fluency in core negotiation frameworks, such as BATNA, reservation price, ZOPA, and power dynamics, and gain practical tools to plan, navigate challenges, and reach mutually beneficial agreements.
Module 1: Foundations of Negotiation
Introduces the concept of negotiation and its role in business and management. Learners explore what negotiation is, when it is used, and why it is a critical professional skill.
Module 2: Negotiation Styles & Strategies
Examines the major negotiation approaches, including principled, distributive, integrative, and mixed‑motive negotiation. Learners analyze how experienced negotiators select strategies based on context, relationships, and stakes.
Module 3: Key Negotiation Concepts
Focuses on essential negotiation terminology and frameworks, including BATNA, reservation price, ZOPA, and power dynamics. Learners explore how these concepts interact to shape outcomes.
Module 4: Planning & Power in Negotiation
Covers how to prepare effectively for negotiations, including goal setting, information gathering, and strategy development. Learners examine sources of power and how power can be gained, used, or misused in negotiation settings.
Module 5: Challenges, Impasses & Real‑World Application
Addresses common negotiation challenges, difficult behaviors, and causes of impasse. Learners apply negotiation concepts and strategies to real‑world scenarios to practice resolving conflicts and reaching agreements.
Upon successful completion of this course, the learner will be able to:
Define negotiation and explain its role in business and management
Differentiate between principled, distributive, integrative, and mixed‑motive negotiation approaches
Explain the concept of BATNA and its importance in negotiation preparation
Describe reservation price and ZOPA and how they influence negotiation outcomes
Identify and apply the key steps in planning an effective negotiation
Analyze how power functions in negotiation and identify different sources of power
Recognize behaviors that can create negotiation challenges or impasses
Apply negotiation concepts and strategies to real‑world scenarios
Certificate of completion
This class is an independent-study course. Students will have all the resources needed to successfully complete the course within the online material. A student helpdesk is available for technical support during the course enrollment.