Negotiation Skills
Course Duration: 1 Day
Course Overview
In this course, students will perform the basic steps in a business negotiation.
Course 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 Contents
Lesson 1
Preparing to Negotiate
Establish a Successful Mindset
Research the Other Party
Determine the Value of the Item Being Negotiated
Determine Where You’d Like Negotiations to Take Place
Establish Your Best- and Worst-Acceptable Outcomes
Research Your Best Alternative to a Negotiated Agreement (BATNA)
Lesson 2
Initiating Negotiation: Establishing the Ground Rules
Establish Rapport
Establish Your Status
Choose the Communication Method for Negotiation
Establish the Rules of Engagement
Set a Timeline
Establish How Negotiation Results Will Be Communicated and Implemented
Lesson 3
Negotiating
Encourage the Other Party to Issue the First Proposal
Make the First Proposal
Counter the Offer or Proposal
Accept an Offer or Abort Negotiations
Work Through an Impasse
Lesson 4
Following Through
Evaluate the Success of the Negotiation
Follow Up on the Relationship
Lesson 5
Negotiating in Special Circumstances
Cross-Cultural Negotiation
Cross-Generational Negotiation
Negotiation with Supervisors and Subordinates
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