Negotiating Skills

Course Outline

Course Length: 1day

Course Objective:

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

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