Course Content
Module 1: Introduction to Negotiation
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6 Topics
Introduction to Negotiation
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Objectives of the Negotiation
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Why Negotiation Skills Matter
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Types of Negotiations
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Basic Concepts and Terminology
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Understanding the Negotiation Process
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Module 2: Preparing for Negotiation
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5 Topics
Importance of Preparation
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Researching Your Counterpart
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Setting Clear Goals
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Identifying Interests and Positions
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Developing a Negotiation Plan
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Module 3: Building Rapport and Establishing Trust
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5 Topics
Building Rapport Techniques
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The Role of Trust in Negotiations
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Effective Communication Skills
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Active Listening
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Establishing Common Ground
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Module 4: Strategies and Tactics in Negotiation
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5 Topics
Overview of Negotiation Strategies
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Competitive vs. Collaborative Negotiation
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Best Alternative to a Negotiated Agreement (BATNA)
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Zone of Possible Agreement (ZOPA)
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Common Tactics and Counter-Tactics
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Module 5: Overcoming Objections and Stalemates
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4 Topics
Identifying Potential Objections
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Techniques for Overcoming Objections
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Managing Stalemates and Deadlocks
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Reframing and Finding Alternatives
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Module 6: Emotional Intelligence in Negotiation
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5 Topics
Understanding Emotional Intelligence
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Managing Emotions in Negotiations
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Recognizing Emotions in Others
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Building Empathy
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Leveraging Emotional Intelligence
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Module 7: Persuasion and Influence
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5 Topics
Principles of Persuasion
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Techniques of Influence
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Using Logic and Reason
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Appeal to Emotions
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Ethical Considerations
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Module 8: Cultural Considerations in Negotiation
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5 Topics
Understanding Cultural Differences
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Adapting Your Approach
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Case Studies of Cross-Cultural Negotiations
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Effective Communication in a Multicultural Setting
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Avoiding Cultural Pitfalls
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Module 9: Negotiation in Specific Contexts
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4 Topics
Salary and Job Negotiations
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Vendor and Supplier Negotiations
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Customer and Client Negotiations
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Internal Negotiations within Organizations
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Module 10: Legal and Ethical Aspects of Negotiation
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4 Topics
Understanding Legal Boundaries
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Ethical Dilemmas in Negotiation
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Maintaining Integrity
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Case Studies of Ethical Issues
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Module 11: Evaluating and Closing the Deal
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5 Topics
Evaluating Offers
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Closing Techniques
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Finalizing Agreements
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Post-Negotiation Analysis
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Follow-up and Relationship Management
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Module 12: Continuous Improvement
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7 Topics
Importance of Continuous Learning
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Seeking Feedback
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Self-Reflection and Assessment
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Case Studies of Successful Negotiations
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Resources and Further Reading
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Course Summary and Key Takeaways
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Final Assessment and Certification
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