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