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Course Syllabus: Negotiation Skills


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Course Description



In order to be effective at any business endeavor, learning how to negotiate properly is not simply a "nice skill to have," it has become an essential requirement in career advancement. This course will teach you what you need to know in order to become accomplished at finding that perfect "middle-ground" in any deal. For those who relish the idea of engaging in what some call the "dance" of compromise, you will also profit from the beneficial information contained within this course. Lastly, those who tend to overshoot their mark will learn how to be more restrained in their negotiations.

 

There are ten comprehensive lessons written in an easy to follow, informative manner. The end of each lesson will provide you with multiple summary review questions so that you may effectively test your new found knowledge. We encourage you to use these self-test questions to determine whether you are ready to move on to the next lesson or if you should review portions of the preceding lesson before taking the next step. Don't rush yourself. Take the time to read all portions of the lessons and complete the exercises and self-tests. Making full use of this course, in its entirety, is the first step in getting more of what you want in life and business.

Course Requirements and Course Materials

This is an online course, so you'll need to have a computer with an Internet connection, and you'll need a web-browser (you can use IE or FireFox). 

All the course materials you'll need to complete this course are provided in the course lessons. You will not need to purchase any additional materials, resources, or books.

Grading Policy

Each lesson will be followed by a brief review quiz and assignment, each worth 10 to 25 pts.

Course Structure

The art of negotiation is one that all business people recognize as valuable, but many are intimidated by. Some have a natural ability towards conciliation and seek any opportunity to advance their position, while others view it as conflict, and thus, shy away from it. Others still become overly aggressive when negotiating and lose ground more often than not because they do not understand the subtleties of this form of communication. However, in order to be effective at any business endeavor learning how to negotiate properly is not simply a “nice skill to have,” it has become an essential requirement in career advancement.

Rest assured, no matter how nervous you may be at the thought of entering into negotiation with others, this course will teach you what you need to know in order to become accomplished at finding that perfect “middle-ground” in any deal. For those who relish the idea of engaging in what some call the “dance” of compromise, you will also profit from the beneficial information contained within this course. Lastly, those who tend to overshoot their mark will learn how to be more restrained in their negotiations.

There are ten comprehensive lessons written in an easy to follow, informative manner. The end of each lesson will provide you with multiple summary review questions so that you may effectively test your new found knowledge. We encourage you to use these self-test questions to determine whether you are ready to move on to the next lesson or if you should review portions of the preceding lesson before taking the next step. Don’t rush yourself. Take the time to read all portions of the lessons and complete the exercises and self-tests. Making full use of this course, in its entirety, is the first step in getting more of what you want in life and business.

 

Lessons One through Ten will contain the following elements:

-         Introduction to the Lesson: “Introduction”

-         The Lesson body broken down by topic: “Learn It”

-         Lesson Conclusion: “Conclusion”

-         Further reading and available resources: “Resources”

-         Review Questions consisting of five T/F and five multiple choice: “Review Self-test”

-         Highlighted key terms, checklists, exercises, graphs, charts, lists, lesson objectives, and Web site resources will be threaded throughout the entire course when and where appropriate and necessary.

Learning Outcomes

By successfully completing this course, students will be able to:
  • Define negotiation.
  • Describe the importance of knowledge and information for negotiating well.
  • Know common negotiating mistakes.
  • Describe using trust, human behavior and psychology for better negotiations.
  • Define win/win negotiation.
  • Define the ethics of negotiation.
  • Describe international negotiating.
  • Describe making the most of a distant situation.
  • Identify problematic situations.
  • Know the secrets to powerful negotiation, and
  • Demonstrate mastery of lesson content at levels of 70% or higher.
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Assessment Guide

An Example of a Good Negotiation2
Lesson 1 Exam10
Negotiation Preparation2
Lesson 2 Exam10
An Example of a Bad Negotiation2
Lesson 3 Exam10
Reading Body Language Activity2
Lesson 4 Exam10
Practice Negotiating a New Marketing Plan2
Lesson 5 Exam9
Handling an Unethical Scenario2
Lesson 6 Exam9
Lesson 7 Exam9
Lesson 8 Exam10
Lesson 9 Exam10
Lesson 10 Exam9
Final Exam50
Total Points:158
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