Browse and Register for CPE Programs

If you have any questions, please call 973.720.3698 or email beckfordj4@wpunj.edu

« Back to Programs

Introduction to Negotiations

Course Description:

We all negotiate every day. And even though negotiations are an integral part of our lives, techniques for managing these situations are not instinctive; they must be learned. Experienced negotiators make a conscious decision about what type of negotiation strategy to use based on a number of factors such as the importance of the relationship and the importance of what is at stake. Understanding key concepts such as the "best alternative to no agreement", reservation price, and the "zone of possible agreement" can help you conduct a successful negotiation. And since power is a fundamental dynamic in negotiations, it is important for negotiators to have a basic understanding of ways they can exert and also gain power in a discussion. This course should be an essential part of any basic business and management training.


This program is open enrollment (fully online) and can begin within 2-3 business days of registration.

Registration is ongoing throughout 2021.

Estimated time to complete: 3 hours

This program awards 0.3 CEUs.

Access to this program is 90 days.


Learning Outcomes:

  • Define negotiation
  • Explain the differences between principled negotiation, distributive negotiation, integrative negotiation and mixed motive negotiation
  • Discuss what BATNA is and why it is important within the context of a negotiation
  • Describe the concepts of reservation price and ZOPA, as well as how they relate to one another in a negotiation
  • Describe the steps that should be taken to plan for a negotiation
  • Explain the ways that power can be used in a negotiation, and how power can be gained from different sources
  • Identify different behaviors which can pose challenges to a negotiation and may cause impasses
  • Apply the concepts of negotiation to two real-world scenarios

Key Features:
  • Mobile-friendly
  • Audio-enabled
  • Badge and credit-awarding
  • Real-world case studies
  • Fully accessible
  • Games & Flashcards
  • Expert-supported

Notes:

This course has an "Ask the Expert" feature, which submits your questions directly to an expert in the field you are studying. Questions are answered as quickly as possible and usually within 24 hours.

This course does not require any additional purchases of supplementary materials.

Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement and qualify to receive IACET CEUs. Learners will have three attempts at all graded assessments.

Instructor : MindEdge
Dates : 11/30/21
Days : Online
From : -
Fee : $ 79.00
Course Number : ME-235


« Back to Programs