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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.
19 students Last updated Nov 2023
19 already enrolled!

About the Program

Advanced Negotiation Strategy by Professor Birke

Professor Richard Birke presents a great tool to improve your skills concerning negotiation based on the Harvard model. All strategic and psychological aspects of negotiation are presented in this course. Richard Birke combines relevant and directly applicable theories and insights from psychology, game theory, economy and neuroscience. The course consists, downloadable theory, quizzes, cases and exercises. An absolutely essential learning experience for every advanced negotiator!

What will you achieve?

  • Solving basic negotiation questions
  • Becoming a better negotiator
  • Recognising and using differences to create more value on your side of a negotiation
  • Preparing more effectively in negotiation
  • Avoiding or overcoming the obstacles to good evaluation
  • Overcoming biases that lead to unwanted results and/or conflicts
  • Becoming more self-aware and generate more awareness on the behaviour of others
  • Gaining awareness on some of the most important aspects of the psychology of persuasion




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
  • Wrap-up
  • 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
  • Module 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 - 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
  • What do I bring to the table - 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
  • Psychology of Persuasion 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
  • Psychology of persuasion - part 2 Quiz
  • Exam
  • Advanced Negotiation Strategy Certificate


  • 2 courses
    43 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.
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