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January 9, 2020 By Canadian Preplanning Council

Course 5 – Negotiation – 3 Hours

Course 5 – Negotiation – 3 Hours
Current Status
Not Enrolled
Price
Free
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Course Objectives

  • Define what negotiation is
  • Recognize the difference between positional and interest-based negotiation
  • Understand the buyer-seller dilemma
  • Find out what your negotiation tendencies are
  • Identify differing negotiation styles
  • Learn how to deal with difficult and deceptive negotiators
  • Examine why perception of power is key
  • Recognize and neutralize negotiation techniques and ploys
  • Develop a process for negotiating
  • Realize the importance of knowing your BATNA
  • Utilize the Principled Approach
References
  • Fisher, R. &Ury W. (1983) Getting to Yes: Negotiating Agreement Without Giving In, Penguin Books: New York
  • Harvard Business Essentials; Support Tools; http://www.elearning.hbsp.org/businesstools/
  • Karass (1974) Give and Take: The Complete Guide to Negotiating Strategies and Tactics. Crowell Publishing: New York
  • Kennedy, G. (1982) Everything is Negotiable!, Random House 
  • Kennedy, G. (1993) Negotiation: A Distance Learning Program: Heriot-Watt Business School MBA Series, Heriot-Watt University, Edinburgh, Pitman Publishing: Edinburgh.
  • Kennedy, G. (1998) Negotiation: A Distance Learning Program: Edinburgh Business School MBA Series, Heriot-Watt University, Edinburgh, Financial Times Management : Edinburgh.
  • Lynch, D & Kordis. P.L. (1989) The Strategy of the Dolphin: Scoring a Win in a Chaotic World: William Morrow and Company
  • Mayberry, G.E. (1993) Successful Negotiating. American Management Association

Course Content

Expand All
Negotiation 7 Topics | 1 Quiz
Expand
Lesson Content
0% Complete 0/7 Steps
Chapter 1: Negotiation Defined
Chapter 2: Negotiation Styles
Chapter 3: Power and Negotiation
Chapter 4: Common Negotiating Techniques and Ploys
Chapter 5: Alternative Approaches to Negotiation
Chapter 6: Quick Summary
Chapter 7: Negotiation as a Process
Negotiation Quiz

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