Fundamentals of Negotiation Theory
Description
Core theoretical foundations of negotiation including key concepts, frameworks, and models that form the basis for effective negotiation practice and strategic thinking.
Learning Objectives
Learners will master fundamental negotiation concepts including distributive versus integrative bargaining strategies, understand BATNA and ZOPA frameworks for preparation and analysis, explore positional versus interest-based negotiation approaches, study game theory applications in negotiation contexts, and develop comprehensive understanding of negotiation as both art and science through established theoretical models and frameworks.
Topics (7)
Master the concept of knowing your best alternative when negotiations fail, including how to develop, strengthen, and leverage your BATNA.
Learn to determine the overlap between parties' reservation points and how to expand or identify the zone where mutually acceptable agreements exist.
Comprehensive comparison of competitive bargaining over fixed resources versus collaborative value creation through mutual gain strategies.
Learn to look beyond what people say they want to understand why they want it, enabling more creative and satisfying solutions.
Introduction to game theory principles including Nash equilibrium, prisoner's dilemma, and their applications to negotiation strategy.
Structured approach to negotiation process from pre-negotiation planning through agreement implementation and relationship maintenance.
Understanding how culture influences communication styles, relationship building, time orientation, and decision-making in negotiations.