This course is part of Global Procurement and Sourcing Specialization

Instructor: Don Klock

What you'll learn

  •   Learn when you should and should not negotiate
  •   Learn the importance of planning and useful tools to improve your success: e.g. Setting Specific Objectives, MDOs, LAAs, and BANTA
  •   Be able to recognize positions & interests, wants & needs, tactics and how to give concessions
  •   What are the key steps to follow after the negotiation is complete

    • Skills you'll gain

    There are 4 modules in this course

    We will be covering the overall negotiation process, how to establish objectives (e.g.Most Desirable Option (MDO), Least Acceptable Alternative (LAA), Best Alternative To a Negotiated Agreement (BATNA)), what type and how to gather facts and collect information, the importance of developing a plan, learn your negotiation style, how to use, recognize and counter various tactics, understand the difference between positions vs. interest and need and wants, and lastly what you need to do after the negotiation is complete. This course will be supported by video, readings, a personal style survey, a podcast, and a required "mock" negotiation with a Peer group assessment.

    Develop a Plan

    In The Negotiation

    Post Negotiation

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