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Strategic Negotiation

Strategic Negotiation

Negotiate Like a Pro!

Negotiations aren’t limited to sales, contracts or interviews. The ability to negotiate effectively is a foundational skill for professionals of every type and industry. We negotiate frequently with internal and external customers, suppliers, employees, department leaders, bosses and more. Those who work in supply chain management negotiate the best deals for procurement and sourcing needs. Change managers must gain support for new ideas. And we all use negotiating skills and their counterpart, conflict resolution, to navigate the ups and downs of various kinds of relationships and situations.

Strategic Negotiation

In this 100% online course, you’ll strengthen your skill sets in intra-organizational, team, multi-party and cross-cultural negotiations. You’ll learn how to identify negotiation opportunities, address conflicts and gain an understanding of the unique challenges that exist when individuals, groups and organizations face potential or existing conflict. Through participation in role-playing negotiation exercises with your peers in class, you’ll explore a broad spectrum of negotiation strategies, new tactics to solve ongoing differences and models for securing cooperation and agreement in competitive environments.

What You’ll Learn

Essential Negotiation Concepts

  • Ways to evaluate success in negotiations
  • How to apply best practices from real-world negotiations
  • The notion of prominence

Distributive Negotiations

  • How to establish the best alternative to a negotiated agreement (BATNA)
  • Strategies for mastering negotiating techniques face-to-face, by phone and via email
  • How to develop supporting arguments and analyze the other party
  • The 10-point planning guide for any negotiation

Negotiator Tactics and Thinking Patterns

  • Distributive bargaining and avoiding dirty tricks and contentious tactics
  • The power of persuasion
  • Prospect Theory and the Framing Effect
  • How to use common negotiation thinking patterns to your advantage

Integrative Negotiations

  • The Dual Concern Model
  • The dynamics of integrative negotiations and value of integrative agreements
  • What tactics to apply in integrative negotiations

Using Personal Traits to Your Advantage

  • How to identify your personality-negotiation fit
  • What role experience and intuition play
  • How gender differences influence negotiation


  • How to deal with the dynamics of intense workgroups
  • Strategies for dealing with intragroup conflict and team performance
  • How to develop improvement strategies

Cross-Cultural and Multi-Party Negotiations

  • How cultural differences can affect negotiations
  • Strategies for recognizing conflict behaviors in different cultures
  • Dynamics of multi-party negotiations
  • How to use coalitions in negotiations

Managing Conflicts and Resolving Disputes

  • The concept of justice and victim behaviors
  • Alternative dispute resolution
  • How third parties factor into negotiations

Credit & Tuition

ACE credit recommendation 3 semester hours in the upper-division baccalaureate degree category.  Register today and earn 3.5 CEUs for $1,980.  

Who Should Register?

The Strategic Negotiation course is relevant to a wide spectrum of professionals who seek to maximize their outcomes and build partnerships in a variety of business situations. The program is open to anyone interested in gaining and improving their negotiation tools and skills. The course is a required course for completing the Master Certificate in Advanced Procurement Management. It is offered as an elective or add-on for other certificate programs as well.