Professional Skills: Negotiation

Overview

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Transform conversations into opportunities. Learn how to negotiate effectively with strategies that help you create win-win outcomes and foster lasting agreements. Strong negotiation skills are vital for closing deals, managing projects and resolving workplace tension. Negotiation, developed by ASU’s Sandra Day O’Connor College of Law, provides a step-by-step guide to preparing for, engaging in and succeeding at negotiations of all types. Through self-paced, interactive learning, you’ll uncover how your brain influences decision-making, identify and refine your unique negotiation strengths, and apply practical tools for planning, offering, and reaching mutually beneficial solutions. This course emphasizes collaborative negotiation, helping you move beyond competition toward shared success.

Syllabus

Identifying negotiation skill sets

This module will guide you through the process of recognizing and understanding your inherent negotiation strengths and weaknesses. You will explore various aspects of negotiation, from identifying the causes and resources that influence a negotiation to understanding how to flex your skills in different scenarios. By reflecting on your current abilities and learning from practical applications, you will gain a solid foundation for enhancing your negotiation prowess.

Preparing for negotiation

Effective negotiation begins with thorough preparation. In this module, you will learn how to strategically plan for various negotiation outcomes, moving beyond simple research to anticipate different scenarios and develop robust strategies. You will discover the importance of advanced preparation and how it can significantly influence the success of your negotiations, ensuring you are ready for any turn the discussion might take.

Processing information and options

In this module, you will master the art of processing information and options during a negotiation. You will learn to actively listen and ask purposeful questions, which are crucial for gathering essential information and understanding the other party's perspective. This module emphasizes how effective information processing can lead to better decision-making and more favorable negotiation outcomes.

Making offers

This module focuses on the strategic art of making offers in a negotiation. You will learn how to craft successful offers that are not only beneficial to you but also consider the other party's needs, fostering a collaborative environment. The module emphasizes the role of empathy in making offers and provides practical guidance on how to present your proposals effectively to achieve desired results.

Course conclusion

This concluding module includes an end-of-course survey to gather your feedback and officially marks the completion of the course. This final section ensures you have a comprehensive understanding of the material and are ready to apply your newly acquired negotiation skills.