Business Negotiation

Course Overview

A business negotiation is a process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern, resolve a conflict, and exchange value. These negotiations might be for different types of trade agreements or in the management of your team of employees. Learning good business negotiation tactics will help you perform more efficiently and successfully.

Course Learning Outcome

• To prepare negotiation plans and agendas and set negotiation objectives, parameters, and desired outcomes
• To lead negotiations with key stakeholders to build trust and cultivate partnerships
• To determine acceptable alternative outcomes
• To brief negotiating teams on negotiation processes, roles, responsibilities, and levels of empowerment
• To provide feedback to relevant stakeholders for negotiation policy refinements
• To monitor negotiation outcomes against objectives

Learning Units

1. The organization’s products, policies, and processes
2. Components of Advanced Negotiation Plans
3. Types of negotiation styles
4. Results of effective negotiations
5. Advanced stakeholder management
6. Principles of advanced decision-making