Project Management Institute

Effective Negotiations

Description

Experienced negotiators make a conscious decision about what type of strategy to use in a discussion based on factors such as the importance of the relationship and the importance of what is at stake. Key concepts such as the “best alternative to no agreement,” reservation price, and the “zone of possible agreement” can help when conducting negotiations. 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.

What You Will Learn

  • Define what negotiation is
  • 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

Course Information

PDUs
3
CEUs
0.3
Level
Foundation
Member Price
US$79.00
Non-Member Price
US$110.60

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