Advanced Negotiation Strategy
Are you ready for an advanced exploration of negotiation? Professor Birke presents Advanced Negotiation Strategy. This e-learning course combines all strategic and psychological aspects of negotiation, which will turn you into an excellent negotiator.
Certificate
Certificate
Program content
- The first and most fundamental question in any negotiation is whether you are cooperating with or competing against the other negotiator.
- Introduction
- Sharing info
- Cooperate or Compete
- Threats
- Wrap-up
- Negotiation Strategy | Quiz
- Perhaps the most highly regarded method for negotiation is the Principled Negotiation method that emerged from the book Getting to Yes.
- Introduction
- Interests and Positions
- Brainstorming Interests
- Options
- Objective Criteria
- BATNA
- Wrap-up
- The "Harvard Method" | Quiz
- There are three different relationships between the interests of your own side and those of the other negotiators.
- Introduction
- Preparation
- Final Preparation
- Review
- Analysis
- Wrap-up
- What's their story | Quiz
- When preparing, a negotiator must ask simple but fundamental questions – and the answers will determine the size or existence of a bargaining range.
- Introduction
- Availability
- Anchoring
- Endowment
- Fixed Pie
- Perspective
- Wrap-up
- The psychology of preparation I | Quiz
- Every negotiator does research, but the manner in which the research is conducted typically biases both the search and the outcome of that search – AND they tend to make emotional choices when deciding whether to spend more money on research.
- Introduction
- Temporal Preferences
- Irrational Escalation
- Possibility and Certainty
- One Sided Evidence
- Confirmation Bias
- Wrap-up
- Psychology of Preparation II | Quiz
- With the exception of negotiations that occur within the mind of one negotiator (sometimes called “decision making”), all negotiation is interpersonal.
- Introduction
- Separate
- Empathy and Assertiveness
- Building Competencies
- Building Skills
- Fear and Anger
- Different Behaviour
- Wrap-up
- Interpersonal skills in negotiation | Quiz
- A fundamental task for all negotiators is to persuade at least one other person to agree with them. Sometimes that person is an adversary, and other times the person is a colleague, a client or a judge
- Introduction
- Gains and Losses
- Reactive Devaluation
- Influence
- Wrap-up
- The psychology of persuasion I | Quiz
- There are too many excellent principles associated with the psychology of persuasion for us to contain them all in one module.
- Introduction
- Fundamental Attribution Error
- Construal Biases
- Priming and Focal Points
- Fairness and Other
- Losses and Gains
- Wrap-up
- The psychology of persuasion II | Quiz
- Exam
- Advanced Negotiation Strategy Certificate
Faculty
- 2 courses46 students
prof. Richard Birke
Professor Richard Birke is an internationally recognized expert in negotiation. He has been a teacher of negotiation and mediation for more than 30 years. In addition to being an academic he is an experienced trainer, mediator and advisor. Richard Birke is the executive director of the training and education department of the JAMS Institute. JAMS is a leading mediation and arbitration service provider in the United States. Prior to joining JAMS, Birke was Associate Director of the Stanford Centre for Conflict and Negotiation and he was professor at the Stanford Law School. In 1993 he became the director of the Centre for Dispute Resolution (CDR). Under his leadership, the CDR grew to be one of the leading academic centres in the United States.
- Price:€ 295 excl. VAT
- Length:20 hours
- PE points:18
- Exam:Yes
- Level:Advanced
- Language:English
- Location:Online
This program includes
Quizzes
Resources
Simple Certificates