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Negotiating Skills
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Negotiating Skills


Training at your company site (group or 1on1) -- click here.


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.

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

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