Crucial Negotiation Skills
COURSE OUTLINE:
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