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Negotiation -- Principles and Practices (635)
Credits: 3


The contracting and purchasing process requires you to know when and how to negotiate statements of work, costs, price, and terms and conditions. This course is designed to develop the knowledge, attitude and skill required for successful negotiation. You gain a complete understanding of the principles and practice of negotiation, including the ability to plan a negotiation and to implement the plan with the proper strategy, tactics and techniques. Negotiation with overseas parties also covered.

Subjects covered include:

Introduction – Why Negotiate Bargaining Position and Honesty in Negotiation
Organization for Negotiation Negotiation Procedures
Psychology of Negotiation Strategy and Tactics
Communication in Negotiation – Verbal, Non-Verbal and Physical Negotiation Methods
Use of Cost Data in Negotiation Techniques of Negotiation
Seller’s Preparation for Negotiation General Propositions on Negotiation
Buyer’s Planning for Negotiation Bargaining

Increase Your Understanding of

• Team organization
• Dynamics of internal negotiation
• Bargaining positions
• Personality types of effective negotiators
• Communication Techniques
• Human values & psychological factors that affect negotiation outcomes

Improve Your Ability to

• Explain the use of cost data during negotiation
• Handle pressure techniques, like “bluff & threaten”
• Probe, Plan, Propose
• Present alternatives without making a premature commitment
• Document as you negotiate

Professor: Jim Southerland, B.S., M.S..
Text: Negotiation – Principles and Practices, AGU Press

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