Negotiation Skills - Negotiating

1 day Instructor-Led Course (8 hours)
 

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
Students interested in learning negotiation skills.

Prerequisites
None.
 

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.

Course Outline:

Topic A: Understanding negotiation objectives
 

Topic B: Understanding and establishing your requirements
 

Unit 2: Researching the other party
 

Topic A: Information gathering
 

Topic B: Estimation of the other party’s requirements
 

Unit 3: Preparing for an agreement
 

Topic A: Planning for an agreement
 

Topic B: The negotiation environment
 

Unit 4: Conducting a negotiation
 

Topic A: Understanding the negotiation process
 

Topic B: Communicating during a negotiation
 

Topic C: Challenging negotiation situations
 

Unit 5: Advanced negotiating tactics
 

Topic A: Control in negotiations
 

Topic B: Negotiation tactics
 

Topic C: Negotiation ethics