We negotiate every day \u2014 with employers, coworkers, neighbors, landlords, parents, merchants, service providers, etc. Determining what price we will pay, the amount of our salary and compensation, where to go on vacation, and who will clean the kitchen are all negotiations. Although negotiations are a ubiquitous part of our lives, many know little about the strategy and psychology of negotiating effectively. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve our objectives? This course utilizes psychological science to teach you how to negotiate in a way that simultaneously maximizes economic outcomes and strengthens relationships. With multiple opportunities for hands-on practice and abundant real-life illustrations, this course provides concrete techniques that you can apply immediately in your personal and professional life.<\/p>\n<\/div>
Course Content<\/h2><\/span><\/div><\/div><\/div>Claiming Value<\/h3>\n\n- Biggest negotiation mistakes<\/li>\n
- Understanding your greatest source of power in any negotiation<\/li>\n
- Goals, first offers, concessions, and trade-offs<\/li>\n<\/ul>\n<\/div>
Caught Outside the Bargaining Zone<\/h3>\n\n- Reducing egocentrism<\/li>\n
- Differentiating between positions vs. interests<\/li>\n<\/ul>\n<\/div>
Creating Value<\/h3>\n\n- Techniques to uncover interests<\/li>\n
- How to frame information most persuasively<\/li>\n<\/ul>\n<\/div>
Advanced Negotiation Strategies<\/h3>\n\n- Harnessing the psychology of choice<\/li>\n
- Understanding your decision-making style<\/li>\n
- Contingency contracts: Stop arguing and bet on it<\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div><\/div>
Course Impact<\/h2><\/span><\/div><\/div><\/div>This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.<\/p>\n
If you\u2019re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!<\/p>\n<\/div>
<\/div><\/div><\/div><\/div><\/div>
Claiming Value<\/h3>\n\n- Biggest negotiation mistakes<\/li>\n
- Understanding your greatest source of power in any negotiation<\/li>\n
- Goals, first offers, concessions, and trade-offs<\/li>\n<\/ul>\n<\/div>
Caught Outside the Bargaining Zone<\/h3>\n\n- Reducing egocentrism<\/li>\n
- Differentiating between positions vs. interests<\/li>\n<\/ul>\n<\/div>
Creating Value<\/h3>\n\n- Techniques to uncover interests<\/li>\n
- How to frame information most persuasively<\/li>\n<\/ul>\n<\/div>
Advanced Negotiation Strategies<\/h3>\n\n- Harnessing the psychology of choice<\/li>\n
- Understanding your decision-making style<\/li>\n
- Contingency contracts: Stop arguing and bet on it<\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div><\/div>
Course Impact<\/h2><\/span><\/div><\/div><\/div>This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.<\/p>\n
If you\u2019re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!<\/p>\n<\/div>
<\/div><\/div><\/div><\/div><\/div>
Caught Outside the Bargaining Zone<\/h3>\n\n- Reducing egocentrism<\/li>\n
- Differentiating between positions vs. interests<\/li>\n<\/ul>\n<\/div>
Creating Value<\/h3>\n\n- Techniques to uncover interests<\/li>\n
- How to frame information most persuasively<\/li>\n<\/ul>\n<\/div>
Advanced Negotiation Strategies<\/h3>\n\n- Harnessing the psychology of choice<\/li>\n
- Understanding your decision-making style<\/li>\n
- Contingency contracts: Stop arguing and bet on it<\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div><\/div>
Course Impact<\/h2><\/span><\/div><\/div><\/div>This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.<\/p>\n
If you\u2019re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!<\/p>\n<\/div>
<\/div><\/div><\/div><\/div><\/div>
Creating Value<\/h3>\n\n- Techniques to uncover interests<\/li>\n
- How to frame information most persuasively<\/li>\n<\/ul>\n<\/div>
Advanced Negotiation Strategies<\/h3>\n\n- Harnessing the psychology of choice<\/li>\n
- Understanding your decision-making style<\/li>\n
- Contingency contracts: Stop arguing and bet on it<\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div><\/div>
Course Impact<\/h2><\/span><\/div><\/div><\/div>This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.<\/p>\n
If you\u2019re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!<\/p>\n<\/div>
<\/div><\/div><\/div><\/div><\/div>
Advanced Negotiation Strategies<\/h3>\n\n- Harnessing the psychology of choice<\/li>\n
- Understanding your decision-making style<\/li>\n
- Contingency contracts: Stop arguing and bet on it<\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div><\/div>
Course Impact<\/h2><\/span><\/div><\/div><\/div>This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.<\/p>\n
If you\u2019re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!<\/p>\n<\/div>
<\/div><\/div><\/div><\/div><\/div>
Course Impact<\/h2><\/span><\/div><\/div><\/div>This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.<\/p>\n
If you\u2019re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!<\/p>\n<\/div>
<\/div><\/div><\/div><\/div><\/div>
This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.<\/p>\n
If you\u2019re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!<\/p>\n<\/div>
![\"SHRM](\"https:\/\/eccles-wpmedia.s3.us-west-2.amazonaws.com\/programs\/executive-education\/wp-content\/uploads\/2023\/09\/SHRM-CP-SHRM-SCP-Recertification-Provider.jpg\" "\\"SHRM-CP-SHRM-SCP-Recertification-Provider\\"")
<\/span><\/div><\/div>![\"Executive](\"https:\/\/eccles-wpmedia.s3.us-west-2.amazonaws.com\/programs\/executive-education\/wp-content\/uploads\/2020\/12\/Executive-Leadership-Certificate.jpg\" "\\"Executive")
<\/span><\/div><\/div>![](\"https:\/\/eccles-wpmedia.s3.us-west-2.amazonaws.com\/programs\/executive-education\/wp-content\/uploads\/2021\/11\/Katie-Liljenquist-PhD-4x5.jpg\" "\\"Katie")
<\/span><\/div>