This course will teach you the necessary negotiation skills to be successful. We will be covering the overall negotiation process, how to establish objectives (e.g.Most Desirable Option (MDO), Least Acceptable Alternative (LAA), Best Alternative To a Negotiated Agreement (BATNA)), what type and how to gather facts and collect information, the importance of developing a plan, learn your negotiation style, how to use, recognize and counter various tactics, understand the difference between positions vs. interest and need and wants, and lastly what you need to do after the negotiation is complete. This course will be supported by video, readings, a personal style survey, a podcast, and a required "mock" negotiation with a Peer group assessment.
Post Negotiation
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Skills You'll Learn
Business Research, Strategic Sourcing, Procurement, Contract Negotiation, Negotiation, Goal Setting, Communication, Stakeholder Communications
Reviews
4.7 (224 ratings)
- 5 stars81.69%
- 4 stars13.83%
- 3 stars2.67%
- 2 stars0.89%
- 1 star0.89%
SN
Dec 25, 2022
The overall course is related to the tactics, planning and implementation of price negotiation plan and the strategies which can be helpful in applying those methods
OD
May 28, 2024
Very insightful course with great content and exercises. Grateful to Prof Don Klock for sharing his extensive knowledge in the procurement field.
Taught By
Don Klock
Adjunct Professor, Supply Chain Management