Introduction
USB-ED collaborates with Dr John Glen, Economist from Cranfield Business School in the UK, in this online Negotiation Skills short course featuring global best practices in negotiation and bargaining.
Participants can look forward to knowledge, tools and techniques that can be applied immediately in the workplace. A collaborative learning experience allows participants to draw on a network of internationally acclaimed resources and experts.
Who is this course for?
The course is aimed at practicing negotiators, which includes a wide range of executives from middle management leaders to professionals in sales and marketing, procurement, production, contract or legal compliance, operations, logistics or any other occupations that require effective negotiation and bargaining skills.
Why choose this course?
Negotiating is a skill set required across business functions and roles in multiple scenarios. To negotiate and bargain for mutual gain, negotiators need to bring knowledge, tools and techniques to the negotiation table. This course equips participants to apply best practices in negotiation to the workplace immediately.
- Establish the underlying interests of both parties in a negotiation situation
- Outline mutual gain as a negotiation skills-related concepts
- Apply active listening approaches and tools to negotiation discussions
- Determine objective criteria to underpin negotiations
- Outline behavioural tools and techniques associated with the BATNA framework
- Respond to different power positions held in negotiations
- Outline effective responses to common negotiation tactics or dirty tricks
- Describe how to build rapport and empathy in a negotiation discussion