The Art of Negotiation

Course Overview

This course, The Art of Negotiation, provides an overview of the negotiation process and explores the personal and behavioral characteristics of an effective negotiator. Participants will learn about the nature of negotiation and how it differs from selling, the basic doctrines of negotiation and barriers to effective negotiation, the role of authority and power in negotiations, the positive and negative influences of empowerment, and the different “stances” or negotiation styles negotiators might adopt. Additionally, participants will gain an understanding of the factors that influence which negotiation style is implemented, the importance of emotional intelligence and how it impacts the effectiveness of a negotiator, and the critical importance of planning and preparation in the negotiation process. Upon completion of this course, participants will be able to demonstrate their understanding of the topics discussed and assess their own values and personal style and how they affect the negotiation process.

[Applications]
Upon completing this course, participants will be able to apply the knowledge and skills acquired to their own negotiation situations. They will be able to identify the different negotiation styles and how to use them effectively, understand the role of power and authority in negotiations, and develop strategies to address power inequities. Participants will also be able to assess their own values and personal style and how they affect the negotiation process, as well as plan and prepare for a negotiation session.

[Career Paths]
1. Negotiation Consultant: Negotiation consultants help organizations and individuals develop and implement effective negotiation strategies. They provide advice on how to best approach negotiations, how to handle difficult conversations, and how to create win-win solutions. Negotiation consultants must have strong interpersonal skills, be able to think strategically, and have a deep understanding of the negotiation process. As the demand for negotiation services increases, the job outlook for negotiation consultants is expected to remain strong.

2. Contract Negotiator: Contract negotiators are responsible for negotiating and drafting contracts between two or more parties. They must have a thorough understanding of the legal and financial implications of contracts and be able to effectively communicate with all parties involved. Contract negotiators must also be able to identify potential risks and develop strategies to mitigate them. As the demand for contract negotiation services increases, the job outlook for contract negotiators is expected to remain strong.

3. Mediator: Mediators are responsible for facilitating negotiations between two or more parties. They must be able to identify the interests of all parties involved and help them reach a mutually beneficial agreement. Mediators must have strong interpersonal skills, be able to think critically, and have a deep understanding of the negotiation process. As the demand for mediation services increases, the job outlook for mediators is expected to remain strong.

4. Conflict Resolution Specialist: Conflict resolution specialists are responsible for resolving conflicts between two or more parties. They must be able to identify the underlying causes of the conflict and develop strategies to resolve it. Conflict resolution specialists must have strong interpersonal skills, be able to think critically, and have a deep understanding of the negotiation process. As the demand for conflict resolution services increases, the job outlook for conflict resolution specialists is expected to remain strong.

[Education Paths]
Recommended Degree Paths:
1. Bachelor of Arts in Negotiation and Conflict Resolution: This degree program provides students with the skills and knowledge to effectively manage and resolve conflicts in a variety of contexts. Students learn about the principles of negotiation, conflict resolution, and dispute resolution. They also learn about the legal and ethical aspects of negotiation and conflict resolution. This degree is becoming increasingly popular as more organizations recognize the importance of having skilled negotiators on their team.

2. Master of Science in Negotiation and Conflict Management: This degree program provides students with the advanced skills and knowledge to effectively manage and resolve conflicts in a variety of contexts. Students learn about the principles of negotiation, conflict resolution, and dispute resolution. They also learn about the legal and ethical aspects of negotiation and conflict management. This degree is becoming increasingly popular as more organizations recognize the importance of having skilled negotiators on their team.

3. Doctor of Philosophy in Negotiation and Conflict Resolution: This degree program provides students with the highest level of skills and knowledge to effectively manage and resolve conflicts in a variety of contexts. Students learn about the principles of negotiation, conflict resolution, and dispute resolution. They also learn about the legal and ethical aspects of negotiation and conflict resolution. This degree is becoming increasingly popular as more organizations recognize the importance of having skilled negotiators on their team.

4. Master of Business Administration in Negotiation and Conflict Resolution: This degree program provides students with the business skills and knowledge to effectively manage and resolve conflicts in a variety of contexts. Students learn about the principles of negotiation, conflict resolution, and dispute resolution. They also learn about the legal and ethical aspects of negotiation and conflict resolution. This degree is becoming increasingly popular as more organizations recognize the importance of having skilled negotiators on their team.