Negotiating Skills
Course Specifications
Course number: 088622
Software: Microsoft Windows®
Course length: 1.0 day(s)
Course Description
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.
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.
Delivery Method: Instructor led, group-paced, classroom-delivery learning model with structured hands-on activities.
Hardware Requirements
- Pentium 90 MHz or higher processor, or Macintosh PowerPC.
- Screen resolution of 800 x 600 set to 256 colors.
Platform Requirements
Software Requirements
- Windows® 95, Windows® 98, Windows® 2000, Windows®
ME, Windows® NT 4.0, Windows® XP Home Edition, or Windows® XP
Professional.
- Microsoft Internet Explorer 5.0x, 5.5, 6.0; or Netscape Navigator
(excluding 6.0 and 6.1).
- Adobe Acrobat Reader 6.0 or higher; Apple QuickTime 5.0 or
higher; Macromedia Flash Player 6.0.79 or higher; or Macromedia Shockwave
7.0.2, 8.0, 8.5, 8.5.1 or higher.
- Turn off pop-up blocking (Windows XP with Service Pack 2 Internet
Explorer users only).
Performance-Based Objectives
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