Duration:
One day
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 of a negotiation. Course
activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a 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.
Table Of Contents:
Unit 1: Establishing your terms of agreement
Topic A: Understanding negotiation objectives
Topic B: Understanding and establishing your requirements
Unit 2: Researching the other party
Topic A: Information gathering
Topic B: Estimation of the other party’s requirements
Unit 3: Preparing for an agreement
Topic A: Planning for an agreement
Topic B: The negotiation environment
Unit 4: Conducting a negotiation
Topic A: Understanding the negotiation process
Topic B: Communicating during a negotiation
Topic C: Challenging negotiation situations
Unit 5: Advanced negotiating tactics
Topic A: Control in negotiations
Topic B: Negotiation tactics
Topic C: Negotiation ethics