Negotiation for Women in Business

Course Description

This course defines negotiation and reviews the importance of advocating for yourself and your interests. Because negotiation tends to be characterized in a stereotypically masculine way, this course considers some of the challenges that women tend to face when negotiating. The course reviews key negotiation concepts such as BATNA and ZOPA as well as common negotiation mistakes and the five stages of the negotiation process. The course-takers will also engage in negotiation scenarios for opportunities to prepare for common situations they may encounter.

Learning Outcomes

After completing this course, the learner should be able to:

• Define negotiation
• Explain why negotiations are important
• Describe some of the challenges women tend to face when negotiating
• List critical negotiation skills
• Describe common negotiation mistakes and impasses
• Define key concepts like BATNA and ZOPA
• Describe the importance of preparation
• Formulate an opening position and explain when to make the first offer
• Distinguish between different bargaining approaches and their advantages and disadvantages
• Consider circumstances where pressing pause or walking away is the best step in a negotiation
• Describe what is involved in closing and implementing a deal
• Explain how to approach common negotiation scenarios