Negotiating the Best Solution

Negotiating the Best Solution

Overview/Description
Target Audience
Prerequisites
Expected Duration
Lesson Objectives
Course Number
Expertise Level

Overview/Description
Negotiation is not a game where the “winner takes it all” - it’s a relationship-building process where those involved try to understand each other’s needs and think creatively about solutions. Central to this process are effective negotiating skills. In this course, you’ll learn how to build and maintain trust so you can find common ground with the other party. You’ll hone your negotiation skills by exploring how people with different personality types may react during negotiations. You’ll also learn how to manage emotions and interests, facilitate agreements, and overcome continued resistance. Finally, you’ll learn how to close a negotiation so that all parties involved are satisfied.

Target Audience
Individuals who want to develop their negotiation skills

Prerequisites
None

Expected Duration (hours)
0.5

Lesson Objectives

Negotiating the Best Solution

recognize examples of ways to increase the level of trust your negotiating counterpart has in you

identify your counterpart's negotiating personality

recognize strategic approaches to emotions and interests in an negotiation

identify tactics for facilitating agreement by offering and modifying options

recognize strategies for gaining agreement despite a counterpart's resistance

take appropriate action to close a deal

use strategies to identify who you're negotiating with and reach an effective agreement

Course Number:
acm_12_a02_bs_enus

Expertise Level
Intermediate