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}{\listoverride\listid540018137\listoverridecount0\ls4}}{\info{\title 088622 - Negotiating Skills}{\author Software Manager}{\operator Software Manager}{\creatim\yr2007\mo8\dy22\hr11\min23}{\revtim\yr2007\mo8\dy22\hr11\min23}{\version2}{\edmins0}
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\b\fs36\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {Negotiating Skills
\par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1 Course Specifications
\par }\pard\plain \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\fs20 Course number: 088622\line Software: Microsoft Windows\'ae\line Course length: 1.0 day(s)
\par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1 Course Description
\par }\pard\plain \ql \li0\ri0\sa240\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\b\f1\fs20 Course Objective: }{\f1\fs20 You will perform the basic steps in a business negotiation.\line 
\line }{\b\f1\fs20 Target Student: }{\f1\fs20 Business professionals who may or may not be in a supervisory position and want to learn negotiating skills.\line \line }{\b\f1\fs20 Prerequisites: }{\f1\fs20 
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.\line \line }{\b\f1\fs20 Delivery Method: }{
\f1\fs20 Instructor led, group-paced, classroom-delivery learning model with structured hands-on activities.
\par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1 Hardware Requirements
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard\plain \ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\jclisttab\tx720\aspalpha\aspnum\faauto\ls1\adjustright\rin0\lin720\itap0 
\fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\fs20 Pentium 90 MHz or higher processor, or Macintosh PowerPC.
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard \ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\jclisttab\tx720\aspalpha\aspnum\faauto\ls1\adjustright\rin0\lin720\itap0 {\f1\fs20 
Screen resolution of 800 x 600 set to 256 colors.
\par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1 Platform Requirements
\par Software Requirements
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard\plain \ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\jclisttab\tx720\aspalpha\aspnum\faauto\ls3\adjustright\rin0\lin720\itap0 
\fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\fs20 Windows\'ae 95, Windows\'ae 98, Windows\'ae 2000, Windows\'ae ME, Windows\'ae NT 4.0, Windows\'ae XP Home Edition, or Windows\'ae XP Professional. 
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard \ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\jclisttab\tx720\aspalpha\aspnum\faauto\ls3\adjustright\rin0\lin720\itap0 {\f1\fs20 
Microsoft Internet Explorer 5.0x, 5.5, 6.0; or Netscape Navigator (excluding 6.0 and 6.1). 
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}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. 
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}Turn off pop-up blocking (Windows XP with Service Pack 2 Internet Explorer users only). 
\par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1 Performance-Based Objectives
\par }\pard\plain \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1\fs20 Upon successful completion of this course, students will be able to: 
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard \ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\jclisttab\tx720\aspalpha\aspnum\faauto\ls4\adjustright\rin0\lin720\itap0 {\f1\fs20 
prepare to negotiate in a business environment.
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}initiate negotiations and follow through on their results.
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}negotiate with your partner.
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}follow through on a completed business negotiation.
\par {\listtext\pard\plain\f3\fs20 \loch\af3\dbch\af0\hich\f3 \'b7\tab}negotiate in unique business circumstances.
\par }\pard\plain \s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0 \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\f1 Course Content
\par }\pard\plain \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\b\f1\fs20 Lesson 1: Preparing to Negotiate}{\f1\fs20 
\par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0 {\f1\fs20 Topic 1A: Establish a Successful Mindset
\par Topic 1B: Research the Other Party
\par Topic 1C: Determine the Value of the Item Being Negotiated
\par Topic 1D: Determine Where You'd Like Negotiations to Take Place
\par Topic 1E: Establish Your Best- and Worst-Acceptable Outcomes
\par Topic 1F: Research Your Best Alternative to a Negotiated Agreement (BATNA) 
\par }\pard \ql \li0\ri0\sa240\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\f1\fs20 
\par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\b\f1\fs20 Lesson 2: Initiating Negotiation: Establishing the Ground Rules}{\f1\fs20 
\par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0 {\f1\fs20 Topic 2A: Establish Rapport
\par Topic 2B: Establish Your Status
\par Topic 2C: Choose the Communication Method for Negotiation
\par Topic 2D: Establish the Rules of Engagement
\par Topic 2E: Set a Timeline
\par Topic 2F: Establish How Negotiation Results Will Be Communicated and Implemented 
\par }\pard \ql \li0\ri0\sa240\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\f1\fs20 
\par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\b\f1\fs20 Lesson 3: Negotiating}{\f1\fs20 
\par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0 {\f1\fs20 Topic 3A: Encourage the Other Party to Issue the First Proposal
\par Topic 3B: Make the First Proposal
\par Topic 3C: Counter the Offer or Proposal
\par Topic 3D: Accept an Offer or Abort Negotiations
\par Topic 3E: Work Through an Impasse
\par }\pard \ql \li0\ri0\sa240\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\f1\fs20 
\par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\b\f1\fs20 Lesson 4: Following Through}{\f1\fs20 
\par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0 {\f1\fs20 Topic 4A: Evaluate the Success of the Negotiation
\par Topic 4B: Follow Up on the Relationship
\par }\pard \ql \li0\ri0\sa240\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\f1\fs20 
\par }\pard \ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\b\f1\fs20 Lesson 5: Negotiating in Special Circumstances}{\f1\fs20 
\par }\pard \ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0 {\f1\fs20 Topic 5A: Cross-Cultural Negotiation
\par Topic 5B: Cross-Generational Negotiation
\par Topic 5C: Negotiation with Supervisors and Subordinates
\par }\pard \ql \li0\ri0\sa240\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {
\par }}