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Fundamentals of Negotiation

Core Contents

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• Positional vs. Interest-based Negotiation:  Why is it critical to move beyond fixed positions and delve deeper into underlying interests in negotiations?

• Distributive and Integrative Negotiation:  What makes collaborative negotiations more fruitful than the restrictive zero-sum approach?

• Expanding the Pie:  Why is it essential to look beyond the apparent constraints and find ways to increase the value for all parties involved?

• Key Negotiator Skills:  What inherent traits make some negotiators stand out, and how can you imbibe them?

 

Learning objectives

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Upon course completion, you will:

• Understand the fundamental distinction between positional and interest-based negotiation and why the latter is more advantageous.

• Recognize the differences between distributive (zero-sum) and integrative (win-win) negotiation scenarios.

• Gain proficiency in the techniques of expanding the negotiation scope, ensuring all parties derive optimal value.

• Acquire essential negotiator skills that enable effective and strategic negotiations.

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 Benefits for you

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• Beyond Positions:  Learn the art of moving beyond rigid positions, opening up a realm of possibilities in negotiations.

• Collaborative Success:  Understand the essence of integrative negotiations, fostering win-win outcomes.

• Value Expansion:  Master the technique of 'Expanding the Pie', ensuring all parties derive greater value from negotiations.

• Skill enhancement: Acquire essential negotiator skills, elevating your negotiation approach from transactional to transformational.