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Successful Negotiation: Essential
Strategies and Skills by
Prof. George Siedel, University of
Michigan
Course Content:-
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1. Welcome to Successful Negotiation!
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2. Prepare: Plan Your Negotiation
Strategy
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Should I Negotiate?
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A Position Based or Interest
Based Negotiation
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A Dispute Resolution or Deal
Making Negotiation?
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Analyzing the Negotiation
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Best Alternative to a
Negotiated Agreement
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Your BATNA in a Dispute
Resolution Negotiation
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Using Decision Trees to
Complete Your BATNA Analysis
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Cross-Cultural Negotiations
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Ethical Issues and Standards
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How to Handle Ethical Issues
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General Ethical Standards
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Agents
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Using Agents in Negotiations
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3. Negotiate: Use Key Tactics for
Success
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Developing Your Negotiating
Power
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Getting to Know the Other Side
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Using Power in Negotiations
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Introduction to Psychological
Tools; Mythical Fixed Pie Assumption
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Psychological Tools: Anchoring
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Psychological Tools:
Overconfidence
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Psychological Tools: Framing
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Psychological Tools:
Availability
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Psychological Tools:
Escalation
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Psychological Tools:
Reciprocation, Contrast Principle, and
Big Picture Perspective
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4. Close: Create a Contract
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About Contract Law
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Perspectives on Contracts
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Sources of Contract Law
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Creating Contracts: The
Agreement
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Creating Contracts:
Consideration and Legality
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Creating Contracts: Writing
Requirements
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Business vs. Legal Objectives
in Contracting
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5. Perform and Evaluate: The End Game
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Dispute Prevention
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ADR Concepts
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ADR Tools
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Arbitration
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Mediation
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Contract Performance Review
and Evaluation
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6. Practice Your Negotiation Skills
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Negotiation Debrief: Planning
for Negotiation
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Negotiation Debrief:
Negotiation Tactics
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Negotiation Debrief:
Psychological Tools
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Negotiation Debrief:
Psychological Tools (Conclusion)
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Negotiation Debrief: Creating
and Performing the Contract
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Negotiation: Building a Larger
Pie
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7. Final Examination
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