Course Overview
You will perform the basic steps in a business negotiation.
Target Audience
Business professionals who may or may not be in a supervisory position and want to learn negotiating skills.
Course Outline
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
Prerequisites
There are no prerequisite skills for this course.