Negotiation Skills
LevelAll levels
ContentText / video
Study time3-4 hours


Although people often think of boardrooms, suits, and million dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. Through this course you will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

The Negotiation Skills course will give you a sense of understanding your opponent and have the confidence to not settle for less than you feel is fair. You will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

Course Objectives

  • Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
  • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
  • Lay the groundwork for negotiation
  • Identify what information to share and what to keep to yourself
  • Understand basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Understand how to reach consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • Use the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else


Module One: Getting Started

Course Objectives

Module Two: Understanding Negotiation

Types of Negotiations
The Three Phases
Skills for Successful Negotiating
Case Study
Module Two: Review Questions

Module Three: Getting Prepared

Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
Case Study
Module Three: Review Questions

Module Four: Laying the Groundwork

Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Case Study
Module Four: Review Questions

Module Five: Phase One — Exchanging Information

Getting Off on the Right Foot
What to Share
What to Keep to Yourself
Case Study
Module Five: Review Questions

Module Six: Phase Two — Bargaining

What to Expect
Techniques to Try
How to Break an Impasse
Case Study
Module Six: Review Questions

Module Seven: About Mutual Gain

Three Ways to See Your Options
About Mutual Gain
Creating a Mutual Gain Solution
What Do I Want?
What Do They Want?
What Do We Want?
Case Study
Module Seven: Review Questions

Module Eight: Phase Three — Closing

Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
Case Study
Module Eight: Review Questions

Module Nine: Dealing with Difficult Issues

Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Case Study
Module Nine: Review Questions

Module Ten: Negotiating Outside the Boardroom

Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Case Study
Module Ten Review Questions

Module Eleven: Negotiating on Behalf of Someone Else

Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Case Study
Module Eleven: Review Questions
Wrapping Up

Contact information

Thank you

We will contact you as soon as possible to confirm and set the date and time.

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