Course Description
DescriptionThis ILT Series course teaches students the basics of negotiations. Students 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 negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions person should ask and appropriate responses, and situations that require a specific negotiation style. Students will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.
ObjectivesUpon successful completion of this course, students will be able to:
• Establish your terms of agreement
• Research the other party
• Prepare for an agreement
• Advanced negotiating tactics
PrerequisitesThere are no prerequisites for this course.
OutlineUnit 1: Establishing your terms of agreement
Topic A: Process of identifying objectives
Topic B: Process of establishing requirements
Unit 2: Researching the other party
Topic A: Gathering information about the other party
Topic B: Estimating the other party's requirements
Unit 3: Preparing for an agreement
Topic A: Determining concessions
Topic B: Fundamentals of Logistics
Unit 4: Conducting a negotiation
Topic A: Understanding the negotiation process
Topic B: Communicating during a negotiation
Topic B: Challenging negotiation situations
Unit 5: Advanced negotiating tactics
Topic A: Control in negotiations
Topic B: Negotiation tactics
Topic B: Negotiation ethics
Cancellations: Standard and Professional Desktop Application & Professional Development classes may be cancelled or rescheduled by the client at least four (4) business days in advance without penalty. A full credit (no refunds) will be applied to future training on all cancelled classes that meet the above-stated criteria. A cancellation fee equal to the course fee will be incurred if a student provides less than 4 days’ notice for any Standard or Professional Desktop Applications, or Professional Development Skills class cancellations. Technical courses or Private classes may be cancelled or rescheduled (no refunds) greater than two weeks in advance without charge. The client is responsible for 50% of the class fee if a technical or private class is canceled or rescheduled within two weeks of the class date, and full price if the course is canceled or rescheduled within one week of the class date.
Agenda
Unit 1: Establishing your terms of agreement
Topic
A: Process of identifying objectives
Topic B: Process of establishing
requirements
Unit 2: Researching the other party
Topic A:
Gathering information about the other party
Topic B: Estimating the other
party's requirements
Unit 3: Preparing for an agreement
Topic A:
Determining concessions
Topic B: Fundamentals of Logistics
Unit 4: Conducting a negotiation
Topic A:
Understanding the negotiation process
Topic B: Communicating during a
negotiation
Topic B: Challenging negotiation situations
Unit 5: Advanced negotiating tactics
Topic A:
Control in negotiations
Topic B: Negotiation tactics
Topic B: Negotiation
ethics
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