Learn the skills necessary to negotiate complex business transactions and develop the framework to apply what you’ve learned in actual online negotiations of a transaction.
About this course
In Introduction to Business Negotiations, you will explore the elements of a successful negotiation, including problem-solving and conflict resolution. This course features a simulated business negotiation model that brings the deal inside the classroom where its multiple aspects can be studied. The course provides a foundational prerequisite to the second course in this Professional Certificate program, Applied Business Negotiations, in which actual negotiations will take place through live exchanges in small teams of students representing each party.
In this introductory online course, you will explore the process of negotiation, starting with identifying the objectives and challenges of each party and continuing on to the skills and tactics of successful negotiation. Next, you will consider how the business context motivates each party. Finally, you will learn about the various transactional structures that can achieve each party’s objectives. You will also explore the ethical, professional, political, and social issues that can arise in a business negotiation.
What you'll learn
The key elements of a successful negotiation
The role of trust and rapport in successful negotiated agreements
How to identify, assess and achieve client objectives in a negotiation
How to handle unexpected developments in a business negotiation, such as conflicting objectives, cultural differences, and impasses
The role of political considerations in business negotiations
How well you are performing at each stage of the negotiation process, using scheduled assessments and debriefing sessions
About the instructors
Jay Gary Finkelstein
Partner, DLA Piper & Adjunct Faculty at Maurer School of Law
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