Negotiation Skills

Although people often think of boardrooms, suits, and million dollar deals when they hear the word "negotiation", the truth is that we negotiate all the time. Through this course participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

The Negotiation Skills course will give participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Your participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

LevelAll levels
Price€ 49.90   € 39.90
Access365 days
LanguageEnglish
Audio lessonsNo
Commitment4 h
CertificateYes, PDF

Syllabus

Module One: Getting Started
Introduction
Course Objectives
Module Two: Understanding Negotiation
Types of Negotiations
The Three Phases
Skills for Successful Negotiating
Case Study
Module Two: Review Questions
Module Three: Getting Prepared
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
Case Study
Module Three: Review Questions
Module Four: Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Case Study
Module Four: Review Questions
Module Five: Phase One — Exchanging Information
Getting Off on the Right Foot
What to Share
What to Keep to Yourself
Case Study
Module Five: Review Questions
Module Six: Phase Two — Bargaining
What to Expect
Techniques to Try
How to Break an Impasse
Case Study
Module Six: Review Questions
Module Seven: About Mutual Gain
Three Ways to See Your Options
About Mutual Gain
Creating a Mutual Gain Solution
What Do I Want?
What Do They Want?
What Do We Want?
Case Study
Module Seven: Review Questions
Module Eight: Phase Three — Closing
Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
Case Study
Module Eight: Review Questions
Module Nine: Dealing with Difficult Issues
Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Case Study
Module Nine: Review Questions
Module Ten: Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Case Study
Module Ten Review Questions
Module Eleven: Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Case Study
Module Eleven: Review Questions
Module Twelve: Wrapping Up
Wrapping Up
How to get your Diploma
Action Plan

Basic information

LevelAll levels
Price€ 49.90   € 39.90
Access365 days
LanguageEnglish
Audio lessonsNo
Commitment4 h
CertificateYes, PDF

Customer information

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Negotiation Skills39.90
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Sales Specialist Diploma
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