Online Negotiation Course for UTEP

Build confidence and negotiate winning solutions, without the drama.

Course Description

The course is made up of 5 modules, 4 of which are simulated negotiations that you will conduct with interactive computer characters.

The characters make statements, ask questions, use difficult tactics, express strong emotions, and otherwise create difficulties for you.

You will have to react to what the character says, answer questions, ask other questions, and try to negotiate the best deal. If you do not negotiate the best deal, you will be told why and asked to try again. If you get stuck, a “help” feature will point you in the right direction.

In the simulated negotiations, you can experiment and act in ways that you would never consider in the real world. You will learn not only from your successes, but also from your ‘failures’.

Once you have negotiated the best deal, you will be able to review Notes setting out the theory of why a particular approach was successful and discussing how the concepts you have used can be applied in the real world. The Notes also provide tips for future negotiations. You will be able to download all of the Notes at the end of the course and therefore have a short book to keep as reference material.

Learning Outcomes

This course will teach you:

  • The difference between positional and interest-based negotiation
  • What your negotiation tendencies are
  • When to say yes and when to say no
  • How to deal with difficult and deceptive negotiators
  • Strategies for making a cold call – initiating a negotiation
  • How to negotiate with an inflexible bureaucrat

 

The negotiation course was excellent. It opened my eyes to my own shortcomings as a negotiator and provided excellent scenarios for improving my skills. The simulations were realistic and offered a wide arrange of personalities with which to interact, preparing users for negotiations of many different difficulties.
Chloe Isaksen | Student | Masters of Arts in Communication, Arizona State University
 

Module 1 – The Printshop

Negotiation with a competitive bargainer.
 

Online course development

 

Module 6 – The Used Car

Negotiation with two people simultaneously.
 

Module 5 – Pavlov’s Hotel

Negotiation with someone who makes strange proposals and tries to use game theory to outsmart you.
 

Module 4 – Approaches to Negotiation Quiz

A self-assessment to identify your negotiation tendencies, with tips on maximizing their strengths and minimizing any drawbacks.
 

Module 3 – The Mangled Holiday

Negotiation with a rule-bound bureaucrat.
 

Module 2 – The Cold Call

Negotiation with someone who does not want to talk to you.

Synopsis


Module 1 – The Printshop
• Negotiation with a competitive bargainer.

Module 2 – The Mangled Holiday
• Negotiation with a rule-bound bureaucrat

Module 3 – Approaches to Negotiation
• A self-assessment tool to determine your negotiation tendencies with tips on how to maximize the advantages and minimize the disadvantages of each tendency.

Module 4 – The Used Car
• Negotiation with two people simultaneously.

Module 5 – A Difficult Day
• Multiple negotiations with a number of difficult people who use tactics to try to get the better of you.

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