• Unit 3: Processes and Phases of Negotiation

    As we learned in Units 1 and 2, a variety of negotiation approaches are available to help manage conflict effectively. In this unit, we consider some basic principles from negotiation theory, such as a competitive and collaborative negotiation strategy. We examine four phases in the negotiation process and how to implement each phase to accomplish an effective negotiation. You do not always have to settle for your piece of the pie. A successful negotiation strategy can make the pie bigger for everyone concerned.

    Completing this unit should take you approximately 15 hours.

    • 3.1: Distributive Negotiation

    • 3.2: Integrative Negotiation

    • 3.3: Phases of Negotiation

    • Unit 3 Assessment

      • Receive a grade