Location:
Various approved locations throughout the U.S.
Instructional delivery format:
Traditional classroom model
Learner Outcomes:
Upon successful completion of the course, participants will be able to: discuss negotiation and the benefits of effective negotiation skills; explain the preparation process for negotiating; discuss the various negotiation styles, including advantages and disadvantages; develop strategies for handling tough or challenging tactics; discuss how to develop alternatives; define and discuss basic negotiation principles, including Best Alternative to a Negotiated Agreement (BATNA), Worst Alternative to a Negotiated Agreement (WATNA), Walk Away Price (WAP), and the Zone of Possible Agreement (ZOPA).
Instruction:
The Negotiating for Results course is offered in traditional classroom format consisting of interactive lectures, demonstrations, proctored skills applications/lab activities, and proctored testing.
Credit recommendation:
In the lower division baccalaureate/associate degree category, 1 semester hour in Negotiations, Business, Business Communications, or Strategic Planning (10/14).
