Course Outline

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Course Schedule

Session 1

• Introduction to contract negotiations
• Win-win negotiations
• Practice exercise # 1

Session 2

• Defining the scope of the negotiations
• Developing a negotiation strategy
• Practice exercise # 2
• Webinar I: review of sessions 1 and 2

Session 3

• Communications theory
• Accounting for culture in the negotiating strategy
• Practice exercise # 3

Session 4

• Developing the negotiating plan
• Scripting the negotiation
• Practice exercise # 4
• Webinar II: review of sessions 3 and 4

Session 5

• Webinar III: review of modules 1–4 content

Session 6

• The final exam: online multiple-choice test graded on a pass/fail basis

This course outline is subject to change.

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