Welcome to Negotiation Skills
Professional notes
Create value first, claim it second — and protect the relationship.
A structured negotiation method for sales and career situations: preparation and BATNA, anchoring, trading concessions, handling hardball tactics, and closing agreements both sides will honour.
This course is built for practitioners. Every chapter follows the same rhythm: professional notes, key concepts, a real-life example, a case study, tips and a quick summary — followed by practice you must complete before the next chapter unlocks.
Set aside 6h 45m in total. Short, frequent sessions work better than one long sitting: complete one chapter, apply it the same day, then return.
Key concepts
Preparation and BATNA
The strongest negotiator is usually the best prepared.
Anchoring and Framing
The first credible number shapes the whole range.
Trading Concessions
Nothing is given away for free.
Important points
- Prepare with BATNA, reservation point and target
- Anchor effectively and respond to extreme anchors
- Trade concessions instead of conceding
- Expand the pie before dividing it
- Neutralise hardball tactics calmly
Real-life example
Illustration
Skill compounding: consistent application of this chapter typically shows measurable improvement by week four.
Case study
CareerSync learners who completed all exercises and the practice test scored on average 27% higher in the final assessment than those who skipped straight to the test.
Tips & tricks
Quick summary & key takeaways
- You will cover 5 chapters, practice exercises, a practice test and a final assessment.
- The certificate unlocks only at 100% completion.
- Level: Advanced · Duration: 6h 45m · Updated February 2026.
Practice questions
Answer correctly (70%+) to enable "Mark as complete" and unlock the next unit.
- 1Multiple Choice
What must be completed before the final assessment unlocks?