Course Highlights
  • Prepare: Plan Your Negotiation Strategy
  • Negotiate: Use Key Tactics for Success
  • Close: Create a Contract
  • Perform and Evaluate: The End Game
Curriculum

1 Topic
Introduction and Overview

8 Topics
Should I Negotiate?
Position Based and Interest Based Negotiation
A Dispute Resolution or Deal Making Negotiation?
Analyzing the Negotiation
Best Alternative to a Negotiated Agreement
Cross-Cultural Negotiations
Ethical Issues and Standards
Agents

4 Topics
Getting to Know the Other Side and Using Power in Negotiations
Psychological Tools: Introduction and Mythical Fixed Pie Assumption
Anchoring Overconfidence and Framing
Availability Escalation Reciprocation Contrast Principle and Big Picture Perspective

3 Topics
About Contract Law
Creating Contracts
Business vs. Legal Objectives in Contracting

5 Topics
Dispute Prevention
ADR Concepts and Tools
Arbitration
Mediation
Contract Performance Review and Evaluation

3 Topics
Your Negotiation Exercise
Planning for Negotiation and Negotiation Tactics
Psychological Tools Creating and Performing the Contract and Building a Larger Pie

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MichiganX: Successful Negotiation: Essential Strategies and Skills

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