This course can be applied toward a program:

Online: Self-Paced

We all negotiate every day. And even though negotiations are an integral part of our lives, techniques for managing these situations are not instinctive; they must be learned. Understanding key concepts such as ‘best alternative to no agreement’, 'reservation price' and ‘zone of possible agreement’ can help you consistently conduct successful negotiations. In addition, since power is a fundamental dynamic in negotiations, it's important for negotiators to have a basic understanding of the ways they can exert as well as gain power in a discussion.

This course covers all these concepts and is open to everyone, but will be especially useful to anyone in business, management or any profession or role that requires strong persuasive skills.

Average weekly commitment: 3+ hours. Total course commitment: 15+ hours.

When to Register

If you’re registering for the Spring 2023 term (January - April), the registration period is:

  • January 9 to 29

You’ll be able to access the online classroom one to two business days after you register. Once you enrol in the online classroom, you’ll have 90 days to complete the course. During these 90 days, you’ll have access to all courses materials as well as the mentor.

Learning Outcomes

At the end of this course, you will be able to:

  • Explain the differences between principled negotiation, distributive negotiation, integrative negotiation and mixed motive negotiation
  • Discuss what BATNA is and why it is important within the context of a negotiation
  • Describe the concepts of reservation price and ZOPA, as well as how they relate to one another in a negotiation
  • Outline the steps that should be taken to plan for a negotiation
  • Appreciate the ways that power can be used in a negotiation, and how power can be gained from different sources
  • Identify different behaviors which can pose challenges to a negotiation and may cause impasses
  • Apply the concepts of negotiation to real-world scenarios


Module 1: Introduction to Negotiation

Module 2: Best Alternative to Negotiated Agreement (BATNA)

Module 3: Negotiation Methods

Module 4: Negotiation Strategy and Planning

Module 5: Negotiation Power

Evaluation Method



  • Basic keyboarding capability
  • Basic internet navigation skills
  • Basic file management knowledge

Required Materials

  • Windows or Mac computer (desktop or laptop).
  • MS Excel 2013, 2016 or Office 365
  • High-speed internet (at least 25 Mbps download speed) – Find out your internet connectivity speed.

Sorry, this course is closed to registration at this time.

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Have a question for Continuing Studies?

Continuing Studies

CapU Lonsdale
250-125 Victory Ship Way
North Vancouver, British Columbia
Canada V7L 0G5
604 984 4901


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