Course Description
In this course, students will perform the basic steps in a business negotiation.
Upon 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.
Agenda
Lesson 1: Preparing to NegotiateEstablish a Successful Mindset
Research the Other Party
Determine the Value of the Item Being Negotiated
Determine Where You'd Like Negotiations to Take Place
Establish Your Best- and Worst-Acceptable Outcomes
Research Your Best Alternative to a Negotiated Agreement (BATNA)
Lesson 2: Initiating Negotiation: Establishing the Ground RulesEstablish Rapport
Establish Your Status
Choose the Communication Method for Negotiation
Establish the Rules of Engagement
Set a Timeline
Establish How Negotiation Results Will Be Communicated and Implemented
Lesson 3: NegotiatingEncourage the Other Party to Issue the First Proposal
Make the First Proposal
Counter the Offer or Proposal
Accept an Offer or Abort Negotiations
Work Through an Impasse
Lesson 4: Following ThroughEvaluate the Success of the Negotiation
Follow Up on the Relationship
Lesson 5: Negotiating in Special CircumstancesCross-Cultural Negotiation
Cross-Generational Negotiation
Negotiation with Supervisors and Subordinates
Audience
Business professionals who may or may not be in a supervisory position and want
to learn negotiating skills.
Comments
Virtual Negotiating Skills Online Live training option
Imagine an industry-leading classroom training experience from wherever you have access to the Internet.
The Virtual Online Live events listed here gives you an effective and proven online virtual learning experience with the freedom to attend virtually from anywhere.
There is also an option of experiencing Online Live from one of the many national partner centers where a computer and headset will be provided for you.
This rich and engaging virtual classroom environment lets you conveniently interact with instructors and other students.
You will hear and see your instructor as they teach the course and answer your questions via voice or text.
Choose the online live virtual training option and you can access the recorded version even after the class has finished.
The onDemand labs give you access to the same client and server technologies covered in class so you can test, apply and hone your skills by accessing the labs before and even after the class.
Technical Requirements: a computer or laptop with a modern browser and high speed internet access along with one or two monitors.