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Updated in [March 06th, 2023]

This course, Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator, provides an overview of the fundamentals of negotiation. Students will learn how to analyze and shape negotiations, make principled arguments that persuade others, and uncover underlying interests. Through case studies based on common situations in business and in life, students will have the opportunity to practice their negotiation skills and receive feedback on their performance. Topics covered include preparing for a negotiation, making ultimatums, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world. Advanced topics such as negotiating when you have no power, negotiating over email, and the role of gender differences in negotiation will also be discussed. The course will conclude with insights from three negotiation experts: Linda Babcock, Herb Cohen, and John McCall MacBain.

[Applications]
The application of this course can be seen in many areas of life. It can be used to help individuals become better negotiators in business, in personal relationships, and in other areas of life. It can also be used to help teams and organizations become more effective in their negotiations. Additionally, the course can be used to help individuals and teams develop strategies for dealing with difficult negotiations, such as those involving power imbalances or those that require a different perspective. Finally, the course can be used to help individuals and teams develop the skills necessary to negotiate effectively over email and other digital platforms.

[Career Paths]
1. Negotiation Consultant: Negotiation consultants help organizations and individuals develop strategies and tactics to maximize their outcomes in negotiations. They provide advice on how to prepare for negotiations, how to structure deals, and how to handle difficult situations. Negotiation consultants are in high demand as organizations increasingly recognize the importance of effective negotiation in achieving their goals.

2. Mediator: Mediators are professionals who help parties in a dispute reach a mutually acceptable resolution. They are trained to help parties identify their interests, understand the other side's perspective, and develop creative solutions to their conflicts. Mediation is becoming increasingly popular as an alternative to litigation, and the demand for mediators is growing.

3. Conflict Resolution Specialist: Conflict resolution specialists help organizations and individuals manage and resolve conflicts. They use a variety of techniques, such as mediation, negotiation, and arbitration, to help parties reach a mutually acceptable resolution. Conflict resolution specialists are in high demand as organizations increasingly recognize the importance of effective conflict management.

4. Negotiation Trainer: Negotiation trainers help organizations and individuals develop their negotiation skills. They provide training on topics such as preparing for negotiations, making persuasive arguments, and understanding the other side's perspective. Negotiation trainers are in high demand as organizations increasingly recognize the importance of effective negotiation in achieving their goals.

[Education Paths]
1. Bachelor's Degree in Negotiation: A Bachelor's Degree in Negotiation is a great way to gain a comprehensive understanding of the principles and strategies of negotiation. This degree program typically covers topics such as communication, conflict resolution, and decision-making. Students will also learn about the legal and ethical aspects of negotiation, as well as the psychology of negotiation. This degree is becoming increasingly popular as more organizations recognize the importance of effective negotiation skills.

2. Master's Degree in Conflict Resolution: A Master's Degree in Conflict Resolution is a great way to gain a deeper understanding of the dynamics of negotiation and conflict resolution. This degree program typically covers topics such as negotiation theory, mediation, and dispute resolution. Students will also learn about the legal and ethical aspects of conflict resolution, as well as the psychology of negotiation. This degree is becoming increasingly popular as more organizations recognize the importance of effective conflict resolution skills.

3. Doctorate in Negotiation and Conflict Management: A Doctorate in Negotiation and Conflict Management is a great way to gain a comprehensive understanding of the principles and strategies of negotiation and conflict management. This degree program typically covers topics such as communication, conflict resolution, and decision-making. Students will also learn about the legal and ethical aspects of negotiation and conflict management, as well as the psychology of negotiation. This degree is becoming increasingly popular as more organizations recognize the importance of effective negotiation and conflict management skills.

4. Certificate in Negotiation and Conflict Resolution: A Certificate in Negotiation and Conflict Resolution is a great way to gain a basic understanding of the principles and strategies of negotiation and conflict resolution. This certificate program typically covers topics such as communication, conflict resolution, and decision-making. Students will also learn about the legal and ethical aspects of negotiation and conflict resolution, as well as the psychology of negotiation. This certificate is becoming increasingly popular as more organizations recognize the importance of effective negotiation and conflict resolution skills.