Negotiation Skills Coursework


Negotiation Skills Certification

Course Duration: 12 hours - Requisition: 28 days

Although people often think of boardrooms, suits, and million-dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. Through this coursework participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating. 

The Negotiation Skills coursework will give participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

Career Pathway 

  • Family Business Owner
  • Consultant & Business Advisor
  • Focus Group Analyst
  • Franchise Owner
  • Inventor
  • Small Business Owner
  • Solutions Manager
  • Strategic Development Officer
  • Venture Capitalist
  • Manufacturer Executive


  • Case Study
  • Multiple choice questions quiz


  • Gain quality workplace skills and experience to help launch your career.
  • Develop work-related skills and experiences that are recognized by employers. 
  • Develop independence and confidence in an adult learning environment. 
  • Gain an insight into various industry areas to help you decide on a career pathway. 
  • Potentially gain recognition for prior learning for your previous study or work.
  • High-quality course written by industry experts with easy to understand course content
  • Course materials provided online with unlimited tutor support – no textbooks to buy
  • Gain an Australian Certificate upon your successful completion of coursework (Certificate hard copy will be posted to you)
  • Course may be tax deductible - see your tax advisor

Coursework Objectives: 

  • Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
  • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
  • Lay the groundwork for negotiation
  • Identify what information to share and what to keep to yourself
  • Understand basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Understand how to reach consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • Use the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else

Course Contents

Career Development

Module One: Getting Started

Coursework Objectives

Module Two: Understanding Negotiation

Types of Negotiations

The Three Phases

Skills for Successful Negotiating

Case Study

Module Three: Getting Prepared

Establishing Your WATNA and BATNA

Identifying Your WAP

Identifying Your ZOPA

Personal Preparation

Case Study

Module Four: Laying the Groundwork

Setting the Time and Place

Establishing Common Ground

Creating a Negotiation Framework

The Negotiation Process

Case Study

Module Five: Phase One — Exchanging Information

Getting Off on the Right Foot

What to Share

What to Keep to Yourself

Case Study

Module Six: Phase Two — Bargaining

What to Expect

Techniques to Try

How to Break an Impasse

Case Study

Module Seven: About Mutual Gain

Three Ways to See Your Options

About Mutual Gain

Creating a Mutual Gain Solution

What Do I Want?

What Do They Want?

What Do We Want?

Case Study

Module Eight: Phase Three — Closing

Reaching Consensus

Building an Agreement

Setting the Terms of the Agreement

Case Study

Module Nine: Dealing with Difficult Issues

Being Prepared for Environmental Tactics

Dealing with Personal Attacks

Controlling Your Emotions

Deciding When It’s Time to Walk Away

Case Study

Module Nine: Review Questions

Module Ten: Negotiating Outside the Boardroom

Adapting the Process for Smaller Negotiations

Negotiating via Telephone

Negotiating via Email

Case Study

Module Ten Review Question

Module Eleven: Negotiating on Behalf of Someone Else

Choosing the Negotiating Team

Covering All the Bases

Dealing with Tough Questions

Case Study

Module Twelve: Wrapping Up

Words from the Wise

Course curriculum

  • 1
    MODULE 01
    • Negotiation Skills Getting Started
  • 2
    MODULE 02
    • Negotiation Skills Understanding Negotiation
    • Negotiation Skills Case Study Module 02
    • Negotiation Skills Module 02 Quiz
  • 3
    MODULE 03
    • Negotiation Skills Getting Prepared
    • Negotiation Skills Case Study Module 03
    • Negotiation Skills Module 03 Quiz
  • 4
    MODULE 04
    • Negotiation Skills Laying the Groundwork
    • Negotiation Skills Case Study Module 04
    • Negotiation Skills Module 04 Quiz
  • 5
    MODULE 05
    • Negotiation Skills Phase One — Exchanging Information
    • Negotiation Skills Case Study Module 05
    • Negotiation Skills Module 05 Quiz
  • 6
    MODULE 06
    • Negotiation Skills Phase Two — Bargaining
    • Negotiation Skills Case Study Module 06
    • Negotiation Skills Module 06 Quiz
  • 7
    MODULE 07
    • Negotiation Skills About Mutual Gain
    • Negotiation Skills Case Study Module 07
    • Negotiation Skills Module 07 Quiz
  • 8
    MODULE 08
    • Negotiation Skills Phase Three — Closing
    • Negotiation Skills Case Study Module 08
    • Negotiation Skills Module 08 Quiz
  • 9
    MODULE 09
    • Negotiation Skills Dealing with Difficult Issues
    • Negotiation Skills Case Study Module 09
    • Negotiation Skills Module 09 Quiz
  • 10
    MODULE 10
    • Negotiation Skills Negotiating Outside the Boardroom
    • Negotiation Skills Case Study 10
    • Negotiation Skills Module 10 Quiz
  • 11
    MODULE 11
    • Negotiation Skills Negotiating on Behalf of Someone Else
    • Negotiation Skills Case Study Module 11
    • Negotiation Skills Module 11 Quiz
  • 12
    Module 12
    • Negotiation Skills Wrapping it Up
  • 13
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    • Rate Negotiation Skills Course

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