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Course Title: Best Practice Workplace Negotiations
Author: Richard A. Luecke
Provider: American Management Association
Price: $89.95
CEU Credits: 1
Level: Intermediate
Field Of Study: N/A
Prerequisites: None
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The ability to negotiate is an important element of success for every leader, manager, supervisor, project manager, and employee as they deal with cus- tomers, suppliers, and one another. Negotiation is often the key to settling disputes, resolving conflict, allocating scarce resources, and making tough de- cisions. And in today’s workplace, where employee empowerment and team- based work are increasingly important, there are many more occasions in which informal negotiations are necessary in order to get things done.

Best Practice Workplace Negotiations offers a systematic approach to devel- oping negotiating skills. It serves as an introduction to current best practices in negotiation that can be applied across a broad range of business situations. This up-to-the-minute course covers win-win vs. win-lose negotiations; the BATNA concept (best alternative to a negotiated agreement-what every negotiator should have in mind before entering into any negotiation); walk-away price, or reserve point; negotiation as a logical set of process steps-preparation, initial moves, application of tactics, and post-deal evaluation; and the power of persuasive communication in negotiations.

Throughout the course, cases, assessments, exercises, Think About It sections, and Negotiating Tips offer students opportunities for practice, feedback, and practical application.

Richard Luecke has spent most of his career in the publishing industry: first as a salesperson, then as an editor, and ultimately as a writer. His books have been published by Oxford University Press, John Wiley & Sons, Harvard Business School Press, and AMACOM. He has also written articles published by Harvard Management Update and Consulting to Management. Most of his work involves collaborations with business school faculty, management consultants, and corporate executives. Recent clients include Harvard Business School Publishing, Massachusetts Institute of Technology, Marsh, Mercer Human Resources Consulting, Northeastern University, and Babson College.

During his career he has negotiated over 100 contracts and written two books on the practical application of negotiating skills.

Mr. Luecke earned an MBA from the University of St. Thomas and a BA in History from Shimer College.




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course catalog
     Accounting
     Communications
     Customer Service
     Finance For Managers
     Human Resources
     Leadership
     Management
     Manufacturing/Operations
     Manufacturing/Quality
     Marketing
     Negotiation Skills
     Personal Development
     Project Management
     Purchasing
     Strategic Planning
     Supervision
     Team Building
     Time Management