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Negotiation Skills

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The course is titled Certificate in Negotiation Skills. The curriculum is appropriate for private and public sector (business) executives at all levels, strategic, tactical and operational level management who interact with people, employees, customers, suppliers, competitors, pressure groups, governmental and parastatal organizations and the public. These executives who interact with people in many capacities, Managing Director, Executive Director, Chief Executive Officer, Secretaries of Ministries, Departmental heads of Government and Parastatal Organizations,Business Functional mangers such as Human Resource Manager, Marketing Manager, Finance Manager etc., Frontline managers, such as supervisors, public relation officer etc., may belong to different level of education but Negotiation Skills create value in managing their people without or minimum conflicts despite of their different levels of education.

The Course: Certificate in Negotiation Skillshas been modularized into four learning units and the scope of content of each unit is appropriate.

Unit 1: Introduction to Negotiation Analysis: Finding the Zone of Possible Agreement (06 Hours)
Unit 1 (Pre-Requisites: Nil)
Unit 2: Advanced Negotiation Skills:Creating Value(06 Hours)
Unit 2 (Pre-Requisites: Unit1: Introduction to Negotiation Analysis: Finding the Zone of Possible Agreement)
Unit 3: Managing the Negotiation Process:Bargaining Tactics, Style, and Emotions
Unit 3: (Pre-Requisites: Unit 2: Advanced Negotiation Skills: Creating Value)
Unit 4: Negotiation Mastery:Forging Agreement within Groups and Organization
Unit 4: (Pre-Requisites: Unit 2: Managing the Negotiation Process: Bargaining Tactics, Style, and Emotions)

Syllabus
Introduction		Introduction to a panel of expert negotiators, comprised of a wide range of expert practitioners and Harvard faculty members Set goals and establish your negotiation preferences and skills through self-assessment exercises Test your strategic skills set through a negotiation exercise			SELF ASSESSMENT
Units		Negotiation Simulations	Sample Exercises	Key Takeaways
UNIT 01	Introduction to Negotiation Analysis: Finding the Zone of Possible Agreement	Bargaining a dispute with positive and negative ZOPA.	Bargaining exercises Power Puzzle	Identify your walkaway Manage the exchange of offers Close the deal	Conduct Negotiation
					Feedback
					Evaluate Performance
UNIT 02	Advanced Negotiation Skills: Creating Value	Negotiating for win-win or lose-lose with negotiation strategies	Role play for win-win and lose-lose	Generate value when there is uncommon ground Manage situations under different and complex scenarios Dig into the fundamental tension of creating and claiming value	Conduct Negotiations
					Feedback
					Spark Creativity
UNIT 03	Managing the Negotiation Process: Bargaining Tactics, Style, and Emotions	Crafting Terms and Conditions	Emotional preparation exercise	Examine the relational dimension of negotiation Explore interpersonal dynamics, bargaining styles, tactics, and emotion	Conduct Negotiation
					Feedback
					Understanding Bargaining Style
UNIT 04	Negotiation Mastery: Forging Agreement within Groups and Organization	Building Relationship	Internal workplace negotiation exercise Self-advocacy exercise	Apply themes and issues from the course to real life scenarios Negotiate effectively withingroups and organizations	Conduct Negotiation
					Feedback
					Resolve Disputes
Conclusion		Capstone Assignment: You will complete several short essay questions that will help you reflect on what you’ve learned throughout the course, and consider how you will utilize your new skills in future negotiations.			Capstone Assignment