Business Negotiations and Contracts

Course Info:

Course Introduction

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 Prerequisites

Introduction to Windows and Internet Fundamentals.

Course Notes

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.

Course Breakdown

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

  • Program: Business Programs

  • Course Aim: To provide the skills and techniques necessary to handle different types of business negotiations and approach each business negotiation in a strategic and systematic way.

  • Of interest to: Individuals in various roles, within all types of business, who want to increase their understanding of competitive interaction and develop a set of skills, strategies, and techniques for achieving success when negotiating outcomes and business deals.

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