Course Contents
Six 2.5 hours on-line sessions with Practical Simulations followed by a debrief:

1.  Competitive Negotiations — Claiming Value

   • Distributive Negotiation: Win-Lose Dynamics

   • Strategic Influence and Persuasion

   • ZOPA (Zone of Possible Agreement)

   • Best Practices for Claiming Value

   • Negotiators' Profiles and Mistakes

2. --- Collaborative Negotiations — Creating Value

   • Collaborate vs. Compete

   • The Role of Trust in Negotiation

   • Information Collection: What Information to Share / Do Not Share

   • Best Practices for Creating Value

   • Power in Negotiation and How to Increase It

   • The Negotiation Process: Focusing on the Process, Not the Result

3. --- Multiple Issues — Creating and Claiming Value

   • Mixed Practices: Creating and Claiming Value

   • Subject Categories: Distributive, Integrative, and Compatible

   • Offer Design

   • Why Use a Scoring System in Complex Negotiations?

   • MESOs: Multiple Simultaneous Equivalent Offerings

The Value Matrix: A Fundamental Tool for Creating and Claiming Value