Course curriculum

  • 1

    Handouts

    • Negotiation Skills - What is Negotiation?

  • 2

    Module Overview and Introduction

    • Module Overview - Negotiation Skills - Lesson 1

    • Introduction

  • 3

    Two Approaches in Negotiation

    • Win-Lose Approach

    • Win-Win Approach

  • 4

    SECTION REVIEW: Two Approaches in Negotiation

    • Section Review

  • 5

    Win-Win Approach

    • Focusing on Relationships and Interests

    • Generate Options, Aim for Results

  • 6

    SECTION REVIEW: Win-Win Approach

    • Section Review

  • 7

    Stages of Negotiation

    • Preparation and Discussion

    • Clarifying Goals, Negotiating Towards a Win-Win Outcome and Agreement

  • 8

    SECTION REVIEW: Stages of Negotiation

    • Section Review

  • 9

    Failure to Agree and BATNA

    • Failure to Agree

    • BATNA

  • 10

    SECTION REVIEW: Failure to Agree and BATNA

    • Section Review

  • 11

    Ten Rules of Negotiation - An Example from the Garden of Eden

    • Rules 1-3

    • Rules 4-7

    • Rules 8-10

  • 12

    SECTION REVIEW: Ten Rules of Negotiation

    • Section Review

  • 13

    EXERCISES

    • List of Scenarios

    • Scenario 1

    • Scenario 1 - Questions

    • Scenario 2

    • Scenario 2 - Questions

  • 14

    CASE STUDY

    • Case Study: How a Small Stock Brokerage Sealed a Service Deal with a Government Fund

    • Case Study - Questions

  • 15

    Conclusion

    • Conclusion

  • 16

    Key Points

    • Key Points - Negotiation Skills - Lesson 1

  • 17

    Quiz

    • QUIZ: Negotiation Skills - Lesson 1

  • 18

    Evaluation Form

    • Evaluation Form and Attendance Sheet (as required under PRC Resolution no. 1244 Series of 2020)