Advanced Business Negotiation

About this course

Advanced Business Negotiation is a self-paced online course from Kerr University with 8 modules, 48 lessons and 40 quiz questions. Master high-stakes negotiation with the Harvard BATNA framework and Chris Voss's FBI tactical-empathy method — preparation, anchoring, trading, hardball tactics, and closing. Eight short modules, quizzes, and a Certificate of Completion. Advanced Business Negotiation is $97 one-time, or included free with an active Kerr University subscription. Your Certificate of Completion is included.

Who it’s for

• Managers, founders and sales leaders who negotiate deals, budgets or contracts
• Professionals preparing for a salary, promotion or vendor negotiation
• Anyone who wants a repeatable plan instead of improvising at the table

What you’ll learn

1. Module 1: What Negotiation Really Is. Negotiation isn't a fight to win — it's a process to reach agreement where both sides feel good enough to say yes and follow through.
   6 lessons: Negotiation ≠ winning; Interests vs. positions; Expand before you divide; Everything is negotiable; Relationship + outcome; Preparation beats improvisation. 5-question quiz.
2. Module 2: BATNA — Your Real Power. Your Best Alternative To a Negotiated Agreement is the single most important source of your power. Know it cold.
   6 lessons: BATNA = your walk-away; Improve your BATNA; Never reveal a weak BATNA; Estimate their BATNA; Set your reservation point; Be willing to walk. 5-question quiz.
3. Module 3: Preparation & Information. Information is leverage. The side that prepares more and listens better usually wins.
   6 lessons: Research the other side; Define your targets; Know who decides; List trade variables; Anticipate objections; Gather info at the table. 5-question quiz.
4. Module 4: Anchoring & the First Offer. The first number sets the reference point for the whole negotiation. Use anchoring wisely.
   6 lessons: Anchoring is powerful; Go first when you know the range; Let them go first if unsure; Always justify the anchor; Anchor ambitiously but credibly; Re-anchor if needed. 5-question quiz.
5. Module 5: Tactical Empathy (The Voss Method). Former FBI negotiator Chris Voss's approach: understand and influence emotions to reach agreement.
   6 lessons: Tactical empathy; Labeling; Mirroring; Calibrated questions; Aim for 'that's right'; The late-night FM DJ voice. 5-question quiz.
6. Module 6: Trading & Concessions. Never give something for nothing. Trade concessions to protect and create value.
   6 lessons: Never concede for free; Trade what's cheap to you; Concede slowly and shrinking; Get their concession first; Bundle, don't itemize; Track the exchange. 5-question quiz.
7. Module 7: Handling Hardball Tactics. Recognize aggressive tactics and respond with composure, not reaction.
   6 lessons: Name the tactic; Don't react to extremes; Beware the 'exploding offer'; Good cop / bad cop; Silence is a tactic; Take a break. 5-question quiz.
8. Module 8: Closing & Follow-Through. Lock in the deal cleanly and protect the relationship for the future.
   6 lessons: Summarize the agreement; Get it in writing; Use the 'nibble' carefully; End on a positive note; Confirm next steps; Protect the relationship. 5-question quiz.

Format and length

• 8 modules, 48 lessons and 40 quiz questions
• About 20 minutes of reading and quizzes in total, at your own pace
• Self-paced and online, so you can start anytime
• Answers are shown as you go, with unlimited retries; pass each module quiz with 70% or more
• A personalized Kerr University™ Certificate of Completion, signed by Digby R. Kerr, ready to print or save as a PDF

Price

Advanced Business Negotiation is $97 one-time, or included free with an active Kerr University subscription. Your Certificate of Completion is included. Lessons open after you sign in with an active subscription.

Instructor

Digby R. Kerr is the founder of Kerr University, a Wharton-educated executive with about 35 years in business, and the author of 16 published books. Kerr University is based in Brooklyn, New York. Want live help? Book a free 30-minute intro class.