Advanced Negotiation Course

By the end of this course, the student should be able to

1. prepare for and facilitate the contract negotiation process,

2. collect information needed for a successful negotiation process,

3. control situations and apply applicable communication skills,

4. gain a deeper understanding of the sources of power in the negotiation process,

5. apply effective negotiation styles in the negotiation process, and

6. apply all strategies and tactics needed to close a sale.

This course consists of 6 modules with lessons and quizzes at the end of each module. 

Module 1 has five lessons and will introduce the negotiation process.

Module 2 has three lessons and will discuss how to acquire knowledge and information necessary for contract negotiations. 

Module 3 has three lessons and will analyze the personal skills and qualities required for successful negotiation. 

Module 4 has one lesson that will tackle sources of power. 

Module 5 has one lesson and will handle negotiation styles. 

Module 6 has four lessons and will handle strategies and tactics.

 

Module 1

This module has five lessons, which are an introduction to contracting and advance negotiation, the negotiation process, key success factors, seeds for advanced negotiation and the negotiation framework. The first lesson introduces the learner to advanced negotiation, lesson two enables the learner to know the negotiation process, and lesson three covers the key success factors, lesson four tackles the seeds for advanced negotiation. Finally, lesson five enables the learner to know the negotiation framework. At the end of this module, the learner should be able to prepare and facilitate the contract negotiation process. 

Module 2

This module has three lessons which are the importance of information, information collection, and planning. Lesson one enables the learner to understand the importance of information in the negotiation process. The second lesson helps the learner to know how to collect information for the negotiation process, and finally, the third lesson helps the learner to understand how to plan for the negotiation process. The learner should be able to collect information needed for the successful negotiation process. 

Module 3

Module three has two lessons, which include control situation and effective communication. The first lesson helps the learner to control circumstances and be able to communicate during the negotiation process effectively. At the end of this module, the learner should be able to control situations and apply useful communication skills. 

Module 4

The fourth module referred to as sources of power, has one lesson, which is known as sources of power. The lesson helps the learner to understand the bases of power in the negotiation process. At the end of this module, the learner should be able to successfully gain a more in-depth understanding of the sources of power in the negotiation process. 

Module 5

The fifth module has one lesson on negotiation styles. The lesson helps the learner to know the different negotiation styles. At the end of the module, the learner should be able to apply effective negotiation styles in the negotiation process. 

Module 6

Module six has four lessons, which are negotiation tactics, breaking the impasse and closing, managing conflict and conclusion. The first lesson helps the learner to understand negotiation tactics. The second will enable the learner to be able to break the impasse during a negotiation process. The third lesson will help the learner to manage conflict during the negotiation process, and finally, the last lesson will enable the learner to conclude the negotiation process effectively. At the end of this module, the learner should be able to apply all strategies and tactics needed to close a sale.