ONLINE: Introduction to Negotiations
Course

ONLINE: Introduction to Negotiations

  • Instructor: Online Learning
    Online Learning
    Phone: 800-367-6447 — Fax: 703-736-9644
    Online, self paced learning, anytime, anywhere you want. Be sure to check out all the ONLINE offerings we have! Recommendations? Comments? Please send us an email at the address listed above. We'd love to hear from you!
  • Level: Foundation
  • Format: On Demand
  • Contact Hours: 3
  • CEUs: 0.3

Every day we are involved in negotiations of one form or another. Even though negotiations are an integral part of our lives, techniques for managing these situations are not instinctive; they must be learned.

Experienced negotiators make a conscious decision about what type of strategy to use in a discussion based on factors such as the importance of the relationship and the importance of what is at stake. Key concepts such as the "best alternative to no agreement", reservation price, and the "zone of possible agreement" can help when conducting negotiations. Since power is a fundamental dynamic in negotiations, it is important for negotiators to have a basic understanding of ways they can exert and also gain power in a discussion.

Pricing:
PriceCostBeginsEnds
Member Rate - Introduction to Negotiations$71.0011/28/2014 
Non-Member Rate - Introduction to Negotiations$121.0011/28/2014 
Member Rate - Introduction to Negotiations $71.00
Non-Member Rate - Introduction to Negotiations $121.00

Objectives

Upon successful completion of this course participants will be able to:

  • Define what negotiation is
  • Explain the differences between principled negotiation, distributive negotiation, integrative negotiation and mixed motive negotiation
  • Discuss what BATNA is and why it is important within the context of a negotiation
  • Describe the concepts of reservation price and ZOPA, as well as how they relate to one another in a negotiation
  • Describe the steps that should be taken to plan for a negotiation
  • Explain the ways that power can be used in a negotiation, and how power can be gained from different sources
  • Identify different behaviors which can pose challenges to a negotiation and may cause impasses
  • Apply the concepts of negotiation to two real-world scenarios

Intended Audience

This offering is targeted to individuals who meet or exceed the following professional demographics:  

  • Entry-level public procurement and central warehouse professionals who serve as assistants, coordinators, buyers, or equivalent functions within their respective entities.   

  • Non-procurement managers and supervisors who are responsible for either the procurement function or staff who provide procurement functions under delegated authority.   

  • Professionals who are employed by governing entities and special authorities (such as K-12 and higher education, publicly-owned utilities, transportation providers, and other publicly-funded or created organizations) that either serve within or manage the procurement function.  

  • Suppliers or representatives of suppliers seeking to understand the public procurement function from a holistic level, including the policies, standards, and procedures by which public entities must function.  

Completion Requirements

  • Students must complete the course within 90 days
  • Learners must achieve an average test score of at least 70% to meet the minimum successful completion requirement
  • Learners will have three attempts at all graded assessments.
  • NIGP will not issue partial CEU credits
Advertisement
Advertisement

Miscellaneous

Payment Information

  • Register online with credit card
  • Register online and upload a Purchase Order
  • Register by fax and download the print & fax form

*FORM OF PAYMENT MUST ACCOMPANY REGISTRATION FORM FOR ORDER TO BE PROCESSED

Methods of Payment Accepted: Check (make checks payable to NIGP), Purchase Orders (via print and fax form or online), and Credit Cards (Master Card, Visa, and American Express).

If paying by check, please make check payable to NIGP and send payment to:
NIGP, Attn: Seminar Registration
440 Monticello Avenue Suite 1802
PMB 63452
Norfolk, VA 23510

Cancellation Policy

There are no refunds, all sales are final.

Register Today

ONLINE: Introduction to Negotiations

Register Yourself Register Others