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