Strategic Negotiation and Decision Intelligence

This course contains the use of artificial intelligence.

A strategic negotiation rarely comes down to price alone. A good deal also depends on who can approve it, what alternatives each side has, which terms matter most, and how the agreement will work once the meeting ends. This course gives you a practical way to make those decisions before pressure makes them for you.

I designed this course for managers, executives, entrepreneurs, consultants, and sales professionals responsible for business agreements. You will learn to map interests and dependencies, assess your alternatives, plan offers and concessions, and handle difficult conversations. You will also learn how to turn an agreement into a workable plan with clear responsibilities and ways to check progress.

The applied lab takes you through six workshops. You will decide whether to negotiate or switch, identify who can approve or block a deal, compare offers across terms, respond to pressure, and build an implementation plan. In the final workshop, you will defend a renewal decision using evidence and explain what would make you change your mind.

I’m Dr. Law Payne. My Doctor of Business Administration focused on Organizational Leadership and Development, and my graduate training in Educational Psychology informs how we examine judgment, influence, and stakeholder behavior. Bring a negotiation you are preparing for or use the course case. By the end, you will have a preparation process you can use the next time a consequential agreement is on the table.