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Negotiation and Influence
TAI-NEGStructured negotiation for deals, contracts and internal disagreements — BATNA, anchoring, concessions and reading leverage correctly, assessed live.
- Effort
- 3 weeks
- Level
- Professional
- Passing
- 70%
Competency blueprint
Assessment weighting is published up front — 20% knowledge, 30% labs, 20% portfolio and 30% capstone.
Preparation
30%BATNA, reservation price and target price calculated before the table
Tactics at the table
30%Anchoring, concession trading and tactic recognition
Applied negotiation
40%A recorded negotiation role-play assessed against a rubric
Assessment blueprint
Knowledge
20%
Labs
30%
Portfolio
20%
Capstone
30%
70% overall to pass. The capstone must pass independently of every other score. Two retakes per assessment window.
Capstone
Record a negotiation role-play (vendor contract, compensation, or internal disagreement) and submit it for rubric assessment.
Modules
- Preparation decides the outcome
- At the table
- Applied negotiation