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Fall 2010 Public Class Schedule
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Negotiating Skills
The purpose of negotiating is to reach an agreement. It is a field of knowledge and activity that focuses on gaining the favor of people from whom you want something. This course will help you understand the nature of a negotiation and the right steps to take toward success.
Course SpecificationsCourse identifier: NS.
Course duration: 8.0 hours / 8.0 PDUs.
Delivery schedule: One day.
Course DescriptionThe purpose of negotiating is to reach an agreement. It is a field of knowledge and activity that focuses on gaining the favor of people from whom you want something. This course will help you understand the nature of a negotiation and the right steps to take toward success.
A detailed case study with character profiles, negotiating topics, and project risks enable you to role-play and to experience first-hand what it is really like to negotiate under pressure!Course Objective: You will perform the basic steps in a business negotiation.
Target Student: Business professionals who may or may not be in a supervisory position and who want to learn negotiating skills.
Prerequisites: There are no prerequisite skills for this course. However, you might be interested in the following related course:
Delivery Method: Instructor led, group-paced, classroom-delivery learning model with structured hands-on activities.
Performance-Based ObjectivesUpon successful completion of this course, students will be able to:
prepare to negotiate in a business environment;
initiate negotiations and follow through on their results;
negotiate with your partner;
follow through on a completed business negotiation;
negotiate in unique business circumstances.
Lesson 1: Preparing to Negotiate
Topic 1A: Establish a Successful Mindset
Topic 1B: Research the Other Party
Topic 1C: Determine the Value of the Item Being Negotiated
Topic 1D: Determine Where You'd Like Negotiations to Take Place
Topic 1E: Establish Your Best- and Worst-Acceptable Outcomes
Topic 1F: Research Your Best Alternative to a Negotiated Agreement (BATNA)
Lesson 2: Initiating Negotiation: Establishing the Ground Rules
Topic 2A: Establish Rapport
Topic 2B: Establish Your Status
Topic 2C: Choose the Communication Method for Negotiation
Topic 2D: Establish the Rules of Engagement
Topic 2E: Set a Timeline
Topic 2F: Establish How Negotiation Results Will Be Communicated and Implemented
Lesson 3: Negotiating
Topic 3A: Encourage the Other Party to Issue the First Proposal
Topic 3B: Make the First Proposal
Topic 3C: Counter the Offer or Proposal
Topic 3D: Accept an Offer or Abort Negotiations
Topic 3E: Work Through an Impasse
Lesson 4: Following Through
Topic 4A: Evaluate the Success of the Negotiation
Topic 4B: Follow Up on the Relationship
Lesson 5: Negotiating in Special Circumstances
Topic 5A: Cross-Cultural Negotiation
Topic 5B: Cross-Generational Negotiation
Topic 5C: Negotiation with Supervisors and Subordinates