Tactics and Skills for Negotiating

Learn how to be a proactive negotiator and how to conduct effective negotiations. Ensure that you negotiate strategically and tactically in order to close the deal.

Description

Successful negotiation demands the flawless execution of a well-crafted strategy. This course develops the skills necessary to ensure that you can think both strategically and tactically at the negotiation table and master the techniques and maneuvers that will determine your success or failure.

This course provides a practical framework for managing negotiations that can be used in almost any type of negotiation. This course clearly guides you through the process of negotiating to ensure that you are able to execute your strategy and achieve your objectives. How a negotiation starts can significantly affect how it ends; this course ensures that you are able to set the initial tone for your negotiations, decide whether you should make the first move, determine how to present your proposals, and establish your negotiation style. It also provides tools to ensure that your ego does not impair your ability to gain your desired outcome.

Once the negotiation has commenced, this course fully explores strategies and tactics for engaging the other party to ensure that you understand their position, can elicit additional information from them, and present your own arguments most effectively. This course focuses on developing an increased capacity to listen, ask proactive questions that will move the agenda forward, and make the appropriate arguments to achieve your objectives. Bluffing is explored in detail to provide you with mastery of the concept so you can determine if and when it is an appropriate tactic to use in a variety of situations. The strategic use of emotional expression is also explored as a potentially advantageous tactic. Finally, effective closing techniques are discussed in detail to help ensure that you end up with a negotiated agreement that meets all your objectives.

This course is based upon the academic and applied research of the Cornell ILR School’s Professor Samuel Bacharach and makes extensive use of real-world examples and situations, advice and insight from negotiation experts, and opportunities to apply and practice the skills in authentic situations.

Who Should Take This Course?

Negotiation is an integral part of almost every business activity. This course is essential for managers, leaders, and individual contributors who need to master the skill of conducting negotiations to ensure that they achieve their objectives.

Course Format

eCornell takes a problem-based approach to learning, and our courses are built around realistic case studies and scenarios. All courses are self-paced, and are facilitated by an eCornell instructor, who leads the online discussions and is available to answer any questions about the course content.

This course contains the following modules:

• Getting Started
• Avoiding the ego trap
• Establishing setting and tone
• Making the first move
• Deciding how many issues to put on the table
• Being cooperative or competitive
• Engaging the Other Party
• Being a Proactive Listener
• Asking Proactive Questions
• Making Proactive Arguments
• Knowing When to Bluff
• Using emotions effectively
• Closing the deal

Benefits to the Learner

Learners who complete this course will be able to:

• Avoid the dangers of ego
• Establish the negotiation setting and make the first move
• Decide whether to be cooperative or competitive
• Use proactive arguments, questions, and emotions to engage the other party
• Close negations effectively

Authoring Faculty

Samuel B. Bacharach, Ph.D., McKelvey-Grant Professor

Sponsoring School

Cornell University's School of Industrial and Labor Relations

Total Learning Time

Approximately six hours over a period of two weeks.

HRCI Recertification

This course been approved for six (6) recertification credit hours toward PHR, SPHR, and GPHR recertification through the Human Resource Certification Institute. Please contact the Human Resource Certificate Institute (HRCI) for further information about certification or recertification.

This course qualifies for 8.00 Professional Development Units (PDUs) from the Project Management Institute (PMI) for Professional Project Managers (PMPs) seeking ongoing education and professional development for continuing certification. eCornell is a Global Registered Education Provider of PMI. PDUs are designated as Category 3.

Project Management Institute Professional Development Units