Full course description
We all negotiate every day. And even though negotiations are an integral part of our lives, techniques for managing these situations are not instinctive; they must be learned. Experienced negotiators make a conscious decision about what type of negotiation strategy to use based on a number of factors such as the importance of the relationship and the importance of what is at stake. Understanding key concepts such as the "best alternative to no agreement", reservation price, and the "zone of possible agreement" can help you conduct a successful negotiation. And since power is a fundamental dynamic in negotiations, it is important for negotiators to have a basic understanding of ways they can exert and also gain power in a discussion. This course should be an essential part of any basic business and management training.
- Badge and credit-awarding
- Real-world case studies
- Fully accessible
- Games & Flashcards
- Video content
Estimated time to complete: 3 hours
This course includes an “Ask the Expert” feature. You can use this feature to submit questions about the course content. A subject matter expert will provide guidance or point you to additional resources for the topics you’re studying. Questions are answered as quickly as possible and usually within 24 hours.
Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement and qualify to receive IACET CEUs.
After completing this course, you will be able to:
- Define negotiation
- Explain the differences between principled negotiation, distributive negotiation, integrative negotiation and mixed-motive negotiation
- Discuss what BATNA is and why it is important within the context of a negotiation
- Describe the concepts of reservation price and ZOPA, as well as how they relate to one another in a negotiation
- Describe the steps that should be taken to plan for a negotiation
- Explain the ways that power can be used in a negotiation, and how power can be gained from different sources
- Identify different behaviors which can pose challenges to negotiation and may cause impasses
- Apply the concepts of negotiation to two real-world scenarios
John is the program director for the Conflict and Dispute Resolution (CRES) master’s program at the Knight Law Center. John practiced school-based occupational therapy for many years before pursuing graduate studies in law and public administration. After graduate school he served as associate director for the Disability Law Center of Utah, advocating for individuals with disabilities in a variety of areas including education, public benefits, and housing. Upon moving to Oregon, John held a research faculty position in the University of Oregon’s College of Education, where he directed a consulting unit serving state education agencies across the nation. Prior to joining the Knight Law Center, John oversaw safe and healthy schools initiatives and managed the state mediation program for the Oregon Department of Education. John serves on the board of directors for the Oregon Mediation Association, and the coordinating committee for the Restorative Justice Coalition of Oregon. He holds undergraduate degrees in occupational therapy, psychology, and legal studies, a master’s in public administration and policy, and a doctorate in law. He is currently a co-investigator on a federal research grant focused on integrating restorative justice practices with current school behavior management frameworks.