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Course Benefits

  • Helps in expanding the business
  • Prevents from being cheated
  • Helps in getting the good salary package and promotion at the workplace
  • Understanding the situation of negotiation for a better deal
  • Negotiation skills reduces the cost and increase the profit of the company
  • Negotiation skills prove to be helpful in personal as well as in professional life

Why to Opt for Negotiation Associate Certification Training?

This training helps the business personalities or the representatives of the companies in getting a good deal within their budget or getting the services on their own terms if possible. The organizations tend to hire the employees with good communication skills and the ability to negotiate with the clients. 

This course is beneficial for even the small or medium level business owners, who have to deal with their clients of their own. The negotiation Associate training is the gateway of knowing the facts that can help you from getting cheated while making a deal for expanding your business. The associates that are looking for a job opportunity in an MNC would definitely get benefited with this course at, first of all they would be able to negotiate for a good salary hike from the employer and secondly, the skill will help them in getting good deals for the company and maintaining relationship with the clients, which will help them in getting into the limelight and promotion as well. 

Who should join
Negotiation Associate Certification Training?

Anyone interested in knowing more about Negotiation can take up this course and exam for free.
 

Prerequisites for this course

As this is an entry level certification training, there is no prerequisite defined for this course.  

Course Contents

An Introduction to the Negotiation Association

An Introduction to the Negotiation Association

  • Get an overview of the Negotiation
  • The purpose of using Negotiation
  • What is the purpose of NBOK™ Guide?
  • Know the framework of the NBOK™ Guide
  • The aspects of the Negotiation
  • Its Processes

1  The Justification of the Negotiation Aspects

A  Justification of the Negotiation

  • Combining the Cost, Time and the People
  • Assessing the justification for negotiation
  • Primary Reasons to proceed with Negotiation
  • To arrive at the deal or a mutually understood outcome

B  Negotiation to arrive at a deal or a mutually understood outcome

C Negotiating to Resolve a Conflict

  • Diversion needs of the parties Concerned
  • Misunderstanding among Parties
  • Differences in Opinion
  • Interest s
  • Preferences among Parties

 

2 Distributive vs Integrative Negotiation

  • Distributive Negotiation
  • Integrative Negotiation
  • Creating Value
  • Claiming Value

3 Forms of Negotiation

  • Customization
  • Non-Linear Process with Uncertain Outcomes
  • New alternatives and Opportunities
  • Change in the nigotiators, Nigotiation Process
  • Nature of Relationship
  • Uncertain events that can effect the objectives of a Negotiation Process: Risk
  • Opportunities
  • Threats

4 Approaches of Negotiation

  • Accommodating
  • Avoiding
  • Collaborating
  • Competing
  • Compromising

5 Perception and Cognition

  • Errors in Perception
  • Stereotyping
  • Halo effect
  • Selective Perception
  • Projection

6 Cognition biases that can impact the Process

  • Irrational escalation of commitment
  • Winner’s Curse
  • Overconfidence
  • Information availability bias
  • Self-serving Bias
  • Overvaluation

7 Communication in Negotiation

  • Sender and Receiver
  • Transmitter and Receptor
  • Message
  • Encoding
  • Channels
  • Decoding
  • Meaning
  • Feedback
  • Noise

8 Organization for Negotiation

  • What are roles of agents in negotiation?

9 Information asymmetry

10 Conflict of Interest

11 Miscommunication

12 Authority level of the negotiators

13 Ethics

Learn about the ethical standards of the organizations

  • Know the unethical negotiations

The Negotiation Processes

  • Single Issue Negotiation
  • Understand your Negotiation Situation
  • Understand Negotiation of the other party
  • Plan for Negotiation
  • Conduct the Negotiation

Multiple Issue Negotiation

  • Understand Your Negotiation Situation
  • Understand Negotiation of the other party
  • Conduct the Negotiation
  • Plan for Negotiation
  • Logistics
  • Expected Negotiation paths
  • Potential Bottlenecks
  • Calibration of Outcomes
  • Negotiators

 

The Aspects of Negotiation

1 Justification

Negotiating to Resolve a Conflict

  • The definition of Conflict
  • Types of Conflict
  • Intrapersonal Conflict
  • Interpersonal Conflict
  • Intragroup Conflict
  • Intergroup Conflict

The Benefits of Negotiation

  • Comparison between the benefits of Negotiation and the cost of Negotiation
  • Reasons of the Cost of Negotiation
  • Use of the Resources
  • Loss of trust or relationship

Discussing the Financial Benefits

Classification of the benefits

Financial

  • Introduction to the tools used in Financial Benefits
  • The Cost Benefit Analysis (CBA)
  • Return on Investment (ROI)
  • Net Present value (NPV)
  • Internal Rate of Return (IRR)

Non-Financial

  • Reducing Risks
  • Building Trust
  • Building a Better Relationship
  • Establishing better communication
  • Expanding the Scope of the future business

 

2 Distributive vs Integrative

Classification of the Negotiation

  • Distributive (Win – Lose)
  • Integrative (Win – Win)
  • Creative Value
  • Claiming Value

Difference between the Distributive & Integrative Negotiation

  • Value of the product or the services
  • Issues
  • Relationship Building
  • Information Exchange

 

3 Customization

  • The Concepts of Negotiation
  • The Multi-Phase Negotiation
  • Benefits of the Coalition
  • Leverage for advancing the party’s interest
  • Additional Resources
  • Opportunity to overcome the specific constrains
  • Challenges in the Multi-party Negotiation
  • Chaotic Process
  • Groupthink
  • Managing the interpersonal relationships

 

4 Non – Linear Process with Uncertain Outcomes

  • Factors that can alter the path of the Negotiation
  • New Alternatives/Opportunities
  • Change in the Negotiator
  • Change in the Negotiation Process
  • Change in the nature of the relationship
  • Remain Flexible during the negotiation process
  • Risks in Negotiation
  • Identifying, Evaluating and Addressing the Risk

5 Human Relation Issues in the Negotiation

Factors associated with the human relation

  • Negotiation Styles
  • Accommodating
  • Avoiding
  • Collaborating
  • Competing
  • Compromising

Perception & Cognition

  • Classification of the errors in Perception
  • Stereotyping/Halo Effect
  • Selective Perception

Cognition

  • Cognition Bias that impact the negotiation
  • Irrational escalation of Commitment
  • Winner’s curse
  • Overconfidence
  • Information availability bias
  • Self-serving bias
  • Over-Valuation
  • Communication
  • Building the strategy for Negotiation

 

6 Organization for Negotiation

Factors that needs to be considered while selecting the teams for Negotiation

  • Negotiation carried-out with the internal team
  • Negotiation carried-out with the external team
  • Negotiation carried-out with both internal & external team
  • Negotiating for self or for others

Issues in the Negotiation

  • Magnitude or the importance of the Negotiation
  • The functional areas affected by the terms of Negotiation
  • Cultural Intelligence and language skills
  • Technical and Specialist skills
  • The size of the team

Situations arrived in structuring the negotiation

  • Negotiators of both parties have the similar authority
  • Negotiator of one party has less authority than the other
  • The negotiator of the other party has more authority than your party

7 Ethics

Ethical Framework for Negotiation

  • The End-result ethics
  • Rule ethics
  • Social Contract ethics
  • Personalistic ethics

Unethical /Marginally ethical

  • Misrepresenting the facts or providing the limited information
  • Bribing for gathering information
  • Bluffing or threatening or making promises that are insincere

 


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