Negotiation Fundamentals

A practical grounding in preparing, conducting and closing workplace negotiations — from supplier discussions to resource agreements — for professionals in industrial and energy organisations and self-directed learners.

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54m

Total time

Competency levels

Lessons

What you'll learn

Explain the difference between positions and interests and why interests unlock agreement
Prepare for a negotiation by defining objectives, BATNA, walk-away point and the likely ZOPA
Apply anchoring deliberately and respond to the other party's first offer without being pulled off course
Trade concessions conditionally so every movement is exchanged for value, never given away free
Separate the people from the problem to keep relationships intact under pressure
Close a negotiation cleanly and document what was agreed so it survives contact with reality

Curriculum

Progress through each competency level in order.

Awareness

What negotiation really is
Knowledge
3m
Win-win, win-lose, and the relationship
Knowledge
2m
Awareness check: negotiation basics
Assessment
7m

Knowledge

Preparation: objectives, BATNA, walk-away and ZOPA
Knowledge
3m
Anchoring, first offers and conditional concessions
Knowledge
3m
Knowledge check: preparation and tactics
Assessment
8m

Skill

Running the negotiation in the room
Knowledge
3m
Assignment: prepare and conduct a real negotiation
Assignment
3m
Skill check: negotiating in practice
Assessment
8m

Mastery

Closing, documenting and mastering the long game
Knowledge
3m
Assignment: lead a significant negotiation end-to-end
Assignment
3m
Mastery assessment: negotiation judgement
Assessment
8m

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