ONLINE: Introduction to Negotiations

Upon successful completion of this course participants will be able to:

• Define what negotiation is
• Explain the differences between principled negotiation, distributive negotiation, integrative negotiation and mixed motive negotiation
• Discuss what BATNA is and why it is important within the context of a negotiation
• Describe the concepts of reservation price and ZOPA, as well as how they relate to one another in a negotiation
• Describe the steps that should be taken to plan for a negotiation
• Explain the ways that power can be used in a negotiation, and how power can be gained from different sources
• Identify different behaviors which can pose challenges to a negotiation and may cause impasses
• Apply the concepts of negotiation to two real-world scenarios

This offering is targeted to individuals who meet or exceed the following professional demographics:  

• Entry-level public procurement and central warehouse professionals who serve as assistants, coordinators, buyers, or equivalent functions within their respective entities.   

• Non-procurement managers and supervisors who are responsible for either the procurement function or staff who provide procurement functions under delegated authority.   

• Professionals who are employed by governing entities and special authorities (such as K-12 and higher education, publicly-owned utilities, transportation providers, and other publicly-funded or created organizations) that either serve within or manage the procurement function.  

• Suppliers or representatives of suppliers seeking to understand the public procurement function from a holistic level, including the policies, standards, and procedures by which public entities must function.