This course will teach you the necessary negotiation skills to be successful. We will be covering the overall negotiation process, how to establish objectives (e.g.Most Desirable Option (MDO), Least Acceptable Alternative (LAA), Best Alternative To a Negotiated Agreement (BATNA)), what type and how to gather facts and collect information, the importance of developing a plan, learn your negotiation style, how to use, recognize and counter various tactics, understand the difference between positions vs. interest and need and wants, and lastly what you need to do after the negotiation is complete.
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This course will be supported by video, readings, a personal style survey, a podcast, and a required "mock" negotiation with a Peer group assessment.
What You Will Learn
- Learn when you should and should not negotiate
- Learn the importance of planning and useful tools to improve your success: e.g. Setting Specific Objectives, MDOs, LAAs, and BANTA
- Be able to recognize positions & interests, wants & needs, tactics and how to give concessions
- What are the key steps to follow after the negotiation is complete
Course 6 of 7 in the Global Procurement and Sourcing Specialization.
Syllabus
WEEK 1: Welcome & Negotiation Process
WEEK 2: Develop a Plan
WEEK 3:In The Negotiation
WEEK 4: Post Negotiation
