Business Communication & Digital Workplace · Intermediate level

Intermediate level · Module 2 of 6 · 16 guided hours

Negotiation Skills

Prepare for and conduct negotiations that are fair and effective.

Learning objectives

  • Apply interest-based negotiation principles
  • Prepare with alternatives and limits
  • Conduct and close a negotiation

Topics

  • positions and interests
  • options
  • best alternative
  • limits and targets
  • conducting
  • closing and recording

Lessons

  1. Lesson 1 Principles of Fair Negotiation

    Negotiate on interests, not positions.

    positionsinterestsoptionsfair standards

  2. Lesson 2 Preparing for a Negotiation

    Know your alternatives and limits before you start.

    best alternative to a negotiated agreementwalk-away pointtargetzone of agreement

  3. Lesson 3 Conducting and Closing a Negotiation

    Run the conversation and reach a clear agreement.

    openingquestions and listeningtrading concessionswritten agreement

Practical activity

Prepare and role-play a negotiation with a supplier, then record the agreement.

Expected outcomes

  • Better agreements
  • Confident, fair negotiating

Assessment

Preparation sheet and role-play assessed.

Taught live by an instructor — online or in person. Free course lessons are for self-study and do not lead to a certificate — see registration options.