• Unit 2: Negotiation Strategies and Biases

    According to the Stanford Graduate School of Business, "Successful bargaining means looking for positives in every possible circumstance.” You cannot accomplish this without careful planning. The product of the careful negotiation planning is your negotiation strategy. The strategy you use in a negotiation is heavily reliant on the outcome that you desire.

    Understanding the principles, strategies, and tactics effective negotiators use will help you become more confident as you choose a negotiation strategy that will help you accomplish your goals. Perhaps more important than planning an appropriate strategy is to become knowledgeable about what motivates us and our counterparts to make decisions. In this unit, we explore various biases that affect our decision making and how we can use this knowledge to overcome obstacles to clear, objective, and effective negotiations. In subsequent units, we study how to apply these concepts to specific negotiation theories in order to add or create value for all participants to the negotiation.

    Completing this unit should take you approximately 13 hours.

    • 2.1: Problem Solving

    • 2.2: Contending

    • 2.3: Building Relationships

    • 2.4: Understanding Bias

    • 2.5: Shared Interests

    • Unit 2 Assessment