This is a fundamentals course which is aimed, not at professional negotiators, but at all managers, professionals, and technicians who have to periodically work out solutions with others where nobody gets everything they want, but where everyone gets at least what is fair. This course teaches techniques, tools, and tactics necessary to negotiate successfully. It covers two kinds of negotiations: (a.) Interest-Based Negotiations, for people who bargain with people they know well, and (b.) Positional Negotiations, for people bargaining with folks they have not yet had a chance to create trusting relationships.

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