Akademik Dersler - İçerik

Can describe the essentials of negotiation and the key principles and groundwork for effective negotiation.
Explains effective preparation strategies for negotiation.
Discusses distributive negotiation skills, or how to optimally allocate resources in ways that are favorable to one's self-a process called "slicing the pie."
Describes how to expand the pie of resources in ways that provide more gains to go around.
Can discuss advanced and expert negotiation skills.
Identifies his/her negotiation style as well as other negotiators' styles in terms of motivation, approach, and emotion.
Discusses how to establish trust and build a relationship when negotiating.
Describes power, persuasion, and influence tactics at the bargaining table.
Discusses strategies to think out-of-the-box and to use creativity and imagination in negotiation.
Can explain special scenarios in negotiation.
Discusses the complexities of negotiating with multiple parties, and how to leverage one's own bargaining position when negotiating with them.
Describes how to deal with dilemmas, or situations in which negotiators make choices in a mixed-motive context, where cooperation involves building trust with the other party, and competition involves an attempt to increase one's own share of resources.