Making deals and resolving conflicts

• Learn to be a successful negotiator
• Receive a discounted bundled rate for all three courses or sign up for individual classes of interest
• Participate in online classes anywhere, anytime
• Discounts available
• For more information

Learn the fundamental concepts of business negotiation, as well as the application of these concepts to the specific areas of deal making negotiation and dispute settlement negotiation. Video commentary provides learners with practical insights on translating the principles of negotiation into real-world bargaining success. Each three- to four-hour, self-paced course offers an assortment of interactive exercises, videos, readings, case studies and self-assessments that will keep learners engaged as they sharpen their negotiating skills.

Program details

Business Negotiation – 3-course bundle
LOCATION: Online
ESTIMATED LENGTH: 10 hours
ACCESS TIME: 270 days
PRICE: $249, all materials included. Potential discounts available, including: Military, UD student or alum, 2 or more (group).
1 CEU | 10 HRCIs | 7 PDUs | 10 SHRMs 

• • Courses
    • Introduction to Negotiations
    • Negotiations: Making Business Deals
    • Negotiations: Resolving Disputes

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Courses

Introduction to Negotiations
LOCATION: Online
ESTIMATED LENGTH: 3 hours
ACCESS TIME: 90 days
PRICE: $99, all materials included.  Potential discounts available, including: Early registration, Military, UD student or alum, 2 or more (group).
0.3 CEUs | 3 HRCIs | 3 PDUs | 3 SHRMs 

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. 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. 

LEARNER 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 that can pose challenges to a negotiation and may cause impasses.
• Apply the concepts of negotiation to two real-world scenarios.

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.
• Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement and qualify to receive International Association of Continuing Education and Training (IACET) CEUs.

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Negotiations: Making Business Deals
LOCATION: Online
ESTIMATED LENGTH: 4 hours
ACCESS TIME: 90 days
PRICE: $99, all materials included.  Potential discounts available, including: Early registration, Military, UD student or alum, 2 or more (group).
0.4 CEUs | 4 HRCIs | 4 PDUs | 4 SHRMs 

This course is designed to help executives and other potential deal-makers learn the essential strategies and skills for 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 business 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.

LEARNER OUTCOMES

• Distinguish between dispute settlement negotiation (DSN) and deal making negotiation (DMN).
• Explain the importance of BATNA in deal making egnotiation.
• 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 business 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 they 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.

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.
• Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement and qualify to receive International Association of Continuing Education and Training (IACET) CEUs.