Negotiating Skills On-Site Training

This on-site training class is also available as Public Schedule Seminar.

this course, students will perform the basic steps in a business negotiation

Course Description/Agenda

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.

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