The Art of Negotiation Course Syllabus

Overview (80-120 words) describing structure and time commitment.

Module 1: What is Negotiation?

Estimated time: 4 hours

• Introduction to negotiation concepts
• Differentiating negotiation from selling
• Types of negotiation and relationships
• Foundations of negotiation dynamics

Module 2: Influencing Factors and Considerations

Estimated time: 4 hours

• Key factors affecting negotiation outcomes
• Understanding value and fairness in negotiation
• Defining successful negotiation results
• Contextual influences on negotiation strategies

Module 3: You and Your Counterparts as Negotiators

Estimated time: 4 hours

• Identifying personal negotiation styles
• Behavioral characteristics in negotiators
• Adapting to different counterpart styles
• Strategies for effective interpersonal adjustment

Module 4: Preparation, Planning, and Implementation

Estimated time: 4 hours

• Techniques for negotiation planning
• Setting objectives and identifying interests
• Developing a negotiation strategy
• Executing negotiations effectively

Module 5: Power, Authority, and Emotional Intelligence in Negotiation

Estimated time: 5 hours

• Role of power and authority in negotiation
• Empowerment and influence tactics
• Enhancing emotional intelligence for better outcomes
• Managing emotions during negotiation

Module 6: Final Project

Estimated time: 6 hours

• Simulated negotiation scenario
• Written negotiation plan and strategy
• Self-reflection on performance and style adaptation

Prerequisites

• Familiarity with basic business concepts
• Basic understanding of professional communication
• Comfort with self-assessment and reflective learning

What You'll Be Able to Do After

• Apply core negotiation principles in professional settings
• Identify and adapt to various negotiation styles
• Plan and prepare effectively for real-world negotiations
• Use emotional intelligence to enhance negotiation outcomes
• Analyze power dynamics and influence in negotiation contexts