Negotiation Essentials — Confident, Fair Deals

A practical, research-backed introduction to everyday negotiation: salary, contracts, vendors, and life. Learn to separate positions from interests, prepare your BATNA, anchor well, trade concessions, handle hardball tactics, and close deals that hold — without being aggressive.

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What you'll study

Start Here

• How this course works

Domain 1 — Foundations & Mindset

• Positions vs interests
• Win-win vs win-lose, and common myths
• Separate the people from the problem

Domain 2 — Preparation

• BATNA: your walk-away power
• Target, reservation, and ZOPA
• Research and plan your opening

Domain 3 — At the Table

• Anchoring and the first offer
• Trading concessions (never give for free)
• Questions, listening, and silence

Domain 4 — Closing, Tactics & Ethics

• Spotting and countering hardball tactics
• Closing and confirming the deal
• Ethics, email, and your personal checklist

Expanded: Foundations — Interests, Positions & Preparation

• Positions vs. Interests
• Preparation — The Work Before the Table
• Sources of Power & Framing the Encounter

Expanded: BATNA, Reservation Price & ZOPA

• BATNA — Your Best Alternative
• Reservation Price & Walk-Away Point
• ZOPA — Zone of Possible Agreement

Expanded: Distributive vs Integrative — Claiming & Creating Value

• Distributive vs. Integrative Negotiation
• Creating Value — Grow the Pie
• Claiming Value Without Wrecking the Deal

Expanded: Anchoring, First Offers & Framing

• Anchoring & the First Offer
• Framing & Loss Aversion
• Cognitive Biases at the Table

Expanded: Concession Strategy, Logrolling & Trades

• Concession Strategy
• Logrolling & Package Deals
• Objective Criteria & Fair Standards

Expanded: Communication — Listening, Questioning & Tactical Empathy

• Active Listening & Powerful Questions
• Tactical Empathy & Rapport
• Nonverbal Signals & Emotional Control

Expanded: Hardball Tactics, Dirty Tricks & Difficult People

• Common Hardball & Dirty Tactics
• Neutralizing Pressure & Ultimatums
• Negotiating With Difficult People

Expanded: Context — Cross-Cultural, Channel, Salary, Multiparty & Teams

• Cross-Cultural Negotiation
• Email vs. In-Person & Virtual Negotiation
• Salary & Raise Negotiation
• Multiparty & Team Negotiation

Expanded: Closing, Written Agreements & Ethics

• Closing the Deal
• Written Agreements & Implementation
• Ethics in Negotiation

Practice and exam readiness

• Final Mastery Check
• Expanded Mock Exam
• Spaced-repetition flashcard deck (SM-2) for daily review
• Shareable, verifiable completion certificate

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