Course curriculum

    1. Introduction

    1. Online Module Overview

    2. Assess your Negotiation Style

    3. Ethical standards & Guidelines

    4. Should I Negotiate?

    5. Position based or interest based negotiation

    6. A Dispute Resolution or Deal Making Negotiation?

    7. Analyzing the Negotiation

    8. Your BATNA in a Dispute Resolution Negotiation

    9. Using Decision Trees to Complete Your BATNA Analysis

    10. Cross-Cultural Negotiations

    11. How to Handle Ethical Issues

    12. General Ethical Standards

    13. Using Agents in Negotiations

    1. After completing this module, you will be able to...

    2. Suggested Readings

    3. Developing Your Negotiating Power

    4. Checklist of Psychological Tools

    5. Getting to Know the Other Side

    6. Using Power in Negotiations

    7. Introduction to Psychological Tools; Mythical Fixed Pie Assumption

    8. Psychological Tools: Anchoring

    9. Psychological Tools: Overconfidence

    10. Psychological Tools: Framing

    11. Psychological Tools: Availability

    12. Psychological Tools: Escalation

    13. Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective

    1. After completing this module, you will be able to...

    2. Suggested Readings

    3. Contract Law Checklist

    4. Perspectives on Contracts

    5. Sources of Contract Law

    6. Creating Contracts: The Agreement

    7. Creating Contracts: Consideration and Legality

    8. Creating Contracts: Writing Requirements

    9. Business vs. Legal Objectives in Contracting

    1. After completing this module, you will be able to...

    2. Suggested Readings

    3. Life Goals Analysis

    4. Dispute Prevention

    5. ADR Concepts

    6. ADR Tools

    7. Arbitration

    8. Arbitration (Conclusion)

    9. Mediation

    10. Mediation (Conclusion)

    11. Contract Performance Review and Evaluation

    1. During this exercise, you will...

    2. Negotiating with Investors: Practice Your Negotiation Skills in an Interactive Experience

    3. During this exercise, you will...

    4. Suggested Readings

    5. Introduction to Negotiation Exercise

    6. Tracy: Instructions and Confidential Information

    7. Pat: Instructions and Confidential Information

    8. Negotiation Debrief: Planning for Negotiation

    9. Negotiation Debrief: Planning for Negotiation (Conclusion)

    10. Negotiation Debrief: Negotiation Tactics

    11. Negotiation Debrief: Psychological Tools

    12. Negotiation Debrief: Psychological Tools (Conclusion)

    13. Negotiation Debrief: Creating and Performing the Contract

    14. Negotiation: Building a Larger Pie

    15. Self-Assessment and Feedback for the Other Side

About this course

  • Free
  • 62 lessons
  • 8.5 hours of video content

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