Negotiation Skills - Negotiating

Course Overview
Negotiate efficiently are key for all organizations. Learn how to identify the objectives and variables that influence a negotiation. The open, modular-style manual is design for quick scanning in the classroom, and is filled with interactive exercises that will allow students to explore the complexities of Negotiating.

Who Should Attend
Those interested in learning negotiation skills.

Objectives

Use a process to conduct a successful negotiation, use effective communication and questioning during a negotiation, and handle the different types of negotiation styles and situations.
Gather information about the other party and estimate the other party requirements based on the information.
Gain control in a negotiation, recognize negotiation tactics used to gain an advantage over the other party, and respond appropriately to the use of unethical tactics.

International Curriculum

This curriculum is published in partnership between Thomson and Course ILT.

Thomson Series: Cengage Learning delivers highly-customized learning solutions for colleges, universities, instructors, students, libraries, government agencies, corporations and professionals around the world.

Course ILT Series: For 10 years, Axzo Press has enhanced training and education for professionals, trainers, and students alike, through tested, high-quality Instructor-Led Training courseware, business skills texts, quick-reference tools, and custom job aids.

1 Establishing your terms of agreement

Understanding negotiation objectives
Understanding and establishing your requirements
 

2 Researching the other party
Information gathering
Estimation of the other party’s requirements
 

3 Preparing for an agreement
Planning for an agreement
The negotiation environment

4 Conducting a negotiation
Understanding the negotiation process
Communicating during a negotiation
Challenging negotiation situations
 

5 Advanced negotiating tactics
Control in negotiations
Negotiation tactics
Negotiation ethics