The Business Negotiations and Contracts course covers the theory and process of negotiation as it is practised in modern business. It details the skills, strategies, and techniques that are crucial for effectively handling different types of business negotiations. Since many business matters are regulated by contracts, and negotiations frequently result in a contract, the course also provides an overview of their purpose, elements, scope, and limitations. Students also learn about the key issues to consider when preparing or accepting a contract. Students will accomplish the learning objectives for each lesson through a series of hands-on tasks for which they will be given step-by-step instructions and desired result checkpoints. By completing the tasks and exercises in the course, students will learn to approach each business negotiation in a strategic and systematic way by turning it into a business process, and will begin to acquire and sharpen their negotiating skills.
Course manual provided for on-going reference. Upon completion of the course, there is a final exam. Participants who achieve 75% or higher on their exam will receive a certificate.
Lesson 1: Negotiation is Not an Option; Thinking Like a Negotiator; Phases of a Typical Negotiation
Lesson 2: Negotiating Strategies; Negotiating Styles
Lesson 3: Getting Ready to Negotiate; Choosing Your Strategy; Other Considerations
Lesson 4: Exchanging Information Effectively; Negotiating Gambits; Avoidable Mistakes
Lesson 5: Planning and Preparing; Opening and Proposing; Bargaining; Closing and Agreeing; Implementing; Reviewing and Learning
Lesson 6: Conflict Management Strategies; Framing
Lesson 7: Handling a Multi-Party Negotiation; Cross-Cultural Negotiation; Mediation and Arbitration
Lesson 8: Understanding Contracts; Types of Contracts
Lesson 9: Contract Breaches and Remedies; Sample Contracts Lab Exercise