Negotiation Skills

Analyze how unmet negotiations on deadlines and scope caused penalties and extra work for Globus Inc., and learn essential negotiation skills for better client agreements.

Explore how negotiation is a discussion between two parties to reach a joint agreement on differing needs, using persuasion, a win-win mindset, and essential skills like communication and conflict resolution.

Two parties with a common interest engage in negotiation due to differing opinions. Use time, direct verbal exchange, and power dynamics to seek a win-win outcome and improve through practice.

Describe how negotiation improves control in business and personal situations by identifying interests, understanding differences, and achieving mutually beneficial agreements that reduce stress and resolve conflicts.

Differentiate distributive and integrative negotiation: distributive is win-lose with a fixed pie; integrative seeks win-win through mutual interests.

Explore the five stages of the negotiation process—meeting, inquiry, bargaining, closure, and acceptance—illustrated by a real-life client scenario to sharpen preparation, information exchange, and agreement skills.

Discover the five critical concepts of win-win negotiation—pause for reflection, search for needs, clarify objectives, agree on facts, and control the outcome—and why face-to-face talks improve understanding.

Explore the five styles of negotiation: competition, collaboration, avoidance, accommodation, and compromise, and learn when to apply or switch between them in diverse situations.

Explore BATNA, the best alternative to a negotiated agreement, to set acceptable terms, avoid unfavorable outcomes, and know when to walk away, using Fisher and Uri’s steps for win-win negotiations.

Develop negotiation skills by analyzing your stance, removing personal feelings, listening for common ground, aiming for compromises, documenting decisions, and following steps to create value and fairness.

Explore how third-party negotiators—mediators, arbitrators, conciliators, and consultants—facilitate shared agreements by offering an objective space to vent concerns, ensure information flow, and provide options.

Master the probe technique by preparing thoroughly, building rapport, opening bargaining, and ending with commitment. Develop skills by setting clear goals, understanding BATNA and ZOPA, and practicing empathy.

Identify the three main types of negotiations in organizations: managerial negotiations, commercial negotiations, and legal negotiations, and explain how internal concerns, external contracts, and legally binding terms shape outcomes.

Identify negotiation issues such as mood and personality traits, die-hard bargainers, gender differences, trust gaps, culture differences, communication problems, overconfidence, and dominating attitudes.

Identify the key characteristics of a good negotiator, including domain expertise, preparation, confidence, respect, and objective analysis, and learn how body language and open flexibility support effective negotiation.

Learn practical tips for effective negotiation, including preparation, active listening, asking relevant questions, timing, staying principled, and closing with confirmation of the agreement.