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Negotiations: Making Business Deals

Course Description:

This course is designed to help executives and other potential deal-makers learn the essential strategies and skills to conducting successful business negotiations. Learners in this course will explore the fundamentals of deal making with the help of games, videos, interactive exercises, case studies, and other engaging content. The course begins by comparing and contrasting the two major types of negotiation—Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN)—and exploring the difference between negotiation and bargaining. Key topics covered in the course include the stages of the negotiation process; the importance of preparation and realistic goal-setting; the five basic approaches to negotiation; when to make (and when to avoid) commitments; the relative importance of relationships and outcomes; the decision to walk away from a negotiation; and the unique challenges posed by multiparty, international, and cross-cultural negotiations.


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

Registration is ongoing throughout 2021.

Estimated time to complete: 4 hours

This program awards 0.4 CEUs.

Access to this program is 90 days.


Learning Objectives:

  • Distinguish between Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN)

  • Explain the importance of BATNA in Deal Making Negotiation

  • Describe the relationship between bargaining and negotiation

  • Distinguish between interests and positions, and describe the importance of each

  • Explain the five steps of the negotiation process

  • Identify the types of information that should be assembled prior to negotiation

  • Describe the five principal approaches to negotiation

  • Identify the two types of commitments, and explain how they affect negotiating flexibility

  • Explain the importance of the opening position

  • Describe Leigh Thompson's mental models of negotiation

  • Explain the importance of active listening in the context of Deal Making Negotiation

  • Identify the challenges posed by multiparty negotiations, and describe strategies for meeting those challenges

  • Describe the circumstances under which a negotiator should call for a timeout, and when she should walk away from a negotiation

  • Explain the additional preparations needed before undertaking international or cross-cultural negotiations

  • Apply the principles of Deal Making Negotiation to real-world examples


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

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 : $ 89.00
Course Number : ME-248


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