Negotiating Skills

Description

This 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.



Objectives

Upon 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

Prerequisites

There are no prerequisites for this course.

Outline

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

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.

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