Crucial Negotiation Skills

COURSE OUTLINE:

Description This one-day workshop teaches participants the basics of negotiations. Participants will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Workshop activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Participants will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics.

Course Content


ESTABLISHING YOUR TERMS OF AGREEMENT

-Understanding negotiation objectives
Identifying objectives
Determining variables
-Understanding and establishing your requirements
Establishing requirements
Working with a negotiation team

RESEARCHING THE OTHER PARTY

-Information gathering
Gathering information about the company
Gathering information about participants
-Estimation of the other party’s requirements
Estimating requirements

PREPARING FOR AN AGREEMENT

-Planning for an agreement
Establishing bartering boundaries
Formulating a plan
-The negotiation environment
Choosing a location
Determining the who and what logistics

CONDUCTING A NEGOTIATION

-Understanding the negotiation process
Identifying the steps in the negotiation process
Using guidelines in a negotiation
-Communicating during a negotiation
Communicating effectively during a negotiation
Identifying and overcoming communication barriers
Using questions in a negotiation
-Challenging negotiation situations
Identifying negotiation styles
Handling challenging negotiation situations

ADVANCED NEGOTIATING TACTICS

-Control in negotiations
Gaining control in a negotiation
Identifying the types of questions
-Negotiation tactics
Responding to various tactics
-Negotiation ethics
Understanding legal considerations
Handling unethical tactics
Responding to an unethical act