Course Description
BATNA. ZOPA. Distributive. Congruent. Integrative. What do they mean? Each of these is important term to know in negotiation, describing different types of agreements and the different factors affecting them. This course by Michael D. Ford will delve into deep detail with each one with. You’ll learn what makes something a best alternative to a negotiated agreement, and what a zone of possible agreement is. You’ll also learn about the three types of bargaining scenarios, and the intricacies that set them apart from each other.
Learning Objectives
- Know how to recognize your best alternative to a negotiated agreement
- Know how to recognize your zone of possible agreement
- Be able to recognize the three different types of bargaining scenarios
What You'll Learn
- Recognize your best alternative to a negotiated agreement (BATNA)
- Identify your zone of possible agreement (ZOPA)
- Distinguish the three types of bargaining scenarios: distributive, congruent, and integrative
- Define core negotiation terms and what makes each type of agreement distinct
- Test your knowledge of negotiation terminology
Key Takeaways
- Terms such as BATNA, ZOPA, distributive, congruent, and integrative describe different types of agreements and the factors affecting them in negotiation.
- A best alternative to a negotiated agreement (BATNA) and a zone of possible agreement (ZOPA) are foundational concepts the course explains in depth.
- There are three different types of bargaining scenarios, and the course examines the intricacies that set them apart.
- The course is taught by Michael D. Ford and covers each negotiation term in deep detail.
Frequently Asked Questions
What terms does this course cover?
It covers key negotiation terms including BATNA (best alternative to a negotiated agreement), ZOPA (zone of possible agreement), and the distributive, congruent, and integrative types of issues.
What will I be able to do after taking this course?
You will be able to recognize your best alternative to a negotiated agreement, recognize your zone of possible agreement, and recognize the three different types of bargaining scenarios.
Who teaches this course?
The course is taught by Michael D. Ford.
What skills does this course build?
It builds skills in negotiation, bargaining, business negotiation, content negotiation, negotiation strategies, and strategic negotiations.
How is the course structured?
It includes lessons on BATNA, ZOPA, and the types of issues (distributive, congruent, and integrative), followed by a Test Your Knowledge section.
Professional Certifications and Continuing Education Units (CEUs)
Professional Development Credits (PDCs): 0.25
KnowledgeCity is approved by SHRM as a Recertification General Provider to offer SHRM-CP or SHRM-SCP professional development credits (PDCs). By taking the courses approved by SHRM, KnowledgeCity can award SHRM Professional Development Credits (PDCs) for HR knowledge and competency programs related to the SHRM Body of Applied Skills and Knowledge™ (the SHRM BASK™).
