Negotiation is a key skill for success in business and everyday life. Knowing strategies to clarify what you want and how to prioritize needs will ensure you get more of what’s essential. Having the skills to help others get what they want will improve relationships and increase your odds of success in the future. Work with a pro to learn how to plan, implement and win in the bargaining process. Save time, grow your business network and gain confidence when dealing with even the shrewdest of deal-makers. Invest in these skills now and reap a lifetime of rewards.

One month course, Layne Harpine, instructor

$195

Course Outline

Unit 1
Introduction to the Negotiation
-Your natural bargaining style and how you can strengthen it
-Understanding winning - the hallmarks of a successful negotiation
-The steps to planning a successful bargaining process
-Knowing your power sources
-Balancing firmness and flexibility

Unit 2
Option Building and Boundary Setting
-Creating goals and priorities in the deal
-Creating bargaining boundaries
-How to build your options
-How to create better options for your opponent, without giving away what you value

Unit 3
Managing the Negotiating Process
-Managing the process
-Managing yourself
-Managing the other side
-Managing relationships
-Managing communication

Unit 4
Black Belt Skills
-Planning to give more and get more
-Developing a BATNA, knowing when to employ it
-Crafting the agreements and commitments
-Diverting tricky tactics and attempts at dirty dealing

Question MarkAbout online learning

Online learning is a fun, enjoyable and very productive way to learn. Millions of people are learning online each year. You will engage with the instructor and other participants. You will get to know your instructor and other participants. You may make friends.  It’s easy. It’s fun. 

GearsHow the Course Works

It is easy to participate in your online course. After you register, you will be given a web address to go to get into your online classroom.  You will have a password and use your email address and password to gain access.

Once inside the online classroom, here’s what you can expect.

CalendarParticipate when you want

You can participate any time of day or evening. The online classroom is open 24 hours a day, 7 days a week.
There are no live real-time requirements or meetings. You decide when you participate.
For the best learning, participants should log into the course on 2-3 different days of the week.

ChecklistWhat you will do

For each Unit, you will:

  • Read the print readings (about 20 pages a week)
  • Have the option of accessing the online readings
  • Listen to the audio presentation for the Unit and view the slides
  • Have the option of taking a self-quiz to see how much you have learned
  • Engage in written online discussion with your instructor and other participants

For best learning, you should make one or more comments at 2-3 different times each week.
The content (readings, audio lectures, slides) and self quizzes are accessible for the entire course, so you can work ahead, or go back and review again, at your convenience.

DiscussionDiscussion

The Discussion for each Unit lasts one week. All comments are made in writing and can be made at any time of the day or night.

Your instructor will log into the Discussion area at least once a day and answer questions, make comments, and respond to comments by you and the other participants.

We encourage you to make 2-3 comments each week to maximize your learning and enjoyment of the course.

It’s easy. It’s fun.

 

Next offering(s):
March 2 - 27, 2015
May 4 - 29, 2015
July 6 - 31, 2015
October 5 - 30, 2015

$195

Ave. hours 16, 1.6 CEUs/ILUs


About Your Instructor
 

Layne J. Harpine has been a business consultant and corporate trainer for a Forbes Fortune 500 Top 10 company. He has extensive experience in employee relations, negotiating and conflict resolution.  He has 15 years’ experience in executive leadership positions.  For the last ten years, he has served as a trainer, mediator and retreat facilitator for the military, governmental agencies, businesses and non-profit organizations for strategic planning sessions.
 
The use of this seal is not an endorsement by the HR Certification Institute of the quality of the program. It means that this program has met the HR Certification Institute’s criteria to be pre-approved for recertification credit.

This program has been approved for 16 HR (General) recertification credit hours toward PHR, SPHR and GPHR recertification through the HR Certification Institute. Please be sure to note the program ID number on your recertification application form. For more information about certification or recertification, please visit the HR Certification Institute website at www.hrci.org. 

Course Objectives

To provide beginning-to-intermediate level skill in planning and implementing a successful negotiation.
  • To give participants skills and knowledge that will foster confidence during the bargaining process.
  • To help participants recognize negative tactics so they will not be influenced in a way that derails an otherwise successful bargaining session.
  • To address the methods for bargaining in such a way that one can accomplish their key goals, while protecting and enhancing relationships for the future.
  • To introduce the skill set for maximizing the greatest possible win for each side, thereby leveraging opportunities for individual and mutual gain. 

Course Outcomes

Upon successful completion of the course, you will
  • Possess the skills to plan a successful strategy for bargaining in most any situation.
  • Know tactics and strategies for win-win bargaining and other, less collaborative styles, when the situation calls for it.
  • Have the ability to recognize and antidote pressure tactics and other common ploys experienced negotiators might use to distract or derail you.
  • Have options for creating powerful alternative strategies when a deal falls through.
  • Know how to expand the options in a negotiation, so that you get more and give more.
  • Expand your knowledge of ways to create positive relationships, while meeting your needs and those of your constituents. 
Completion Requirements