Negotiating Skills

Course Specifications

Course number: 088622
Software: Microsoft Windows®
Course length: 1.0 day(s)

Course Description

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 want to learn negotiating skills.

Prerequisites: There are no prerequisite skills for this course, however, you might be interested in the following related courses: Communication Skills, Business Presentations, and Business Writing: From Email to Proposals.

Delivery Method: Instructor led, group-paced, classroom-delivery learning model with structured hands-on activities.

Hardware Requirements

Pentium 90 MHz or higher processor, or Macintosh PowerPC.
Screen resolution of 800 x 600 set to 256 colors.

Platform Requirements

Software Requirements

Windows® 95, Windows® 98, Windows® 2000, Windows® ME, Windows® NT 4.0, Windows® XP Home Edition, or Windows® XP Professional.
Microsoft Internet Explorer 5.0x, 5.5, 6.0; or Netscape Navigator (excluding 6.0 and 6.1).
Adobe Acrobat Reader 6.0 or higher; Apple QuickTime 5.0 or higher; Macromedia Flash Player 6.0.79 or higher; or Macromedia Shockwave 7.0.2, 8.0, 8.5, 8.5.1 or higher.
Turn off pop-up blocking (Windows XP with Service Pack 2 Internet Explorer users only).

Performance-Based Objectives

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.

Course Content

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

SKU	088622IE
Weight	1.1100
Coming Soon	No
Days of Training	1.0
Audience	Instructor
Product Family	Select
Product Type	Print Courseware
Electronic	No
ISBN	1424602408
Language	English
Page Count	172
Curriculum Library	No
Year	No
Manufacturer's Product Code	No

Current Revision	1.1
Revision Notes	No Revision Information Available
Original Publication Date	2006-06-09 00:00:00

overhead	088622IE Overhead File
rtf	088622IE RTF File
outline	088622IE Outline File

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Negotiating Skills