Negotiation Skills for Managers

The Negotiation Skills for Managers course presents skills for a variety of negotiating situations: managing contracts, implementing change, making sales purchases, settling organizational conflicts, planning strategies, and achieving credibility.  The class prepares the student to understand different types of negotiation, how to strategically negotiate from a managerial and professional perspective and create value in the negotiating process. Additional topics include understanding the value or resistance in negotiations and ethical approaches. 

UPON COMPLETION OF THE COURSE, THE STUDENT WILL BE COMPETENT IN:

• Mastering and utilizing the language of negotiation and the importance of nonverbal communication.
• Preparing and constructing a logical plan of action based on the needs of each party.
• Understanding the value of the resistance and walk-away points and how to utilize them effectively and eliminate emotions.
• Illustrating the importance of preparation, communication and personal presentation during negotiations.
• Illustrating how to effectively negotiate ethically.
• Identifying negotiatory elements and various tactics used by negotiators, including framing and anchoring.
• Distinguishing between distributive and integrative negotiations and their functions, and why negotiations are successful and why they fail.
• Illustrating how to effectively negotiate ethically individually and in a multi-party setting.
• Identifying individual strengths and weaknesses in salary negotiations. 
• Exploring various tactics used by negotiators in dealing with different attitudes and those with more power.
• Utilizing AI to review and resolve negotiation challenges.

ACQUIRED SKILLS

• Framing and Persuasion
• Understanding Verbal and Non-Verbal Communication
• Critical Thinking