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Home > Professional Development > Business Communication > Negotiating Skills
Negotiating Skills
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| Learning Method: |
Instructor Led |
Overview: |
| The New Horizons Negotiating Program teaches participants the basics of negotiations. Participants will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Program activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Participants will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure participant success.
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Target Audience: |
| This course suits anyone who needs to negotiate with other parties – internal or external – in the course of their job. Sales people, those dealing with external providers, those dealing with time-frame critical projects/outcomes.
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Key Participant Benefits: |
- Provides structure to increase confidence
- Provides strategies to create win/win outcomes for resentment avoidance in ongoing relationships
- Increase participants’ people skills to help deal with difficult negotiation situations
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Key Business Benefits |
- Minimises friction between people in long term business relationships (internal or external customers) by stemming resentment caused in lopsided negotiations
- Potential increase in revenues through improved external negotiations
- More effectively run projects, meeting deadlines and keeping people appeased
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| Lesson 1: Establishing your terms of agreement |
- Understanding negotiation objectives
- Identifying objectives
- Determining variables
- Understanding and establishing your requirements
- Establishing requirements
- Working with a negotiation team
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| Lesson 2: Researching the other party |
- Information gathering
- Gathering information about the company
- Gathering information about participants
- Estimation of the other party's requirements
- Estimating requirements
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| Lesson 3: Preparing for an agreement |
- Planning for an agreement
- Establishing bartering boundaries
- Formulating a plan
- The negotiation environment
- Choosing a location
- Determining the who and what logistics
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| Lesson 4: Conducting a negotiation |
- Understanding the negotiation process
- Identifying the steps in the negotiation process
- Using guidelines in a negotiation
- Communicating during a negotiation
- Communicating effectively during a negotiation
- Identifying and overcoming communication barriers
- Using questions in a negotiation
- Challenging negotiation situations
- Identifying negotiation styles
- Handling challenging negotiation situations
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| Lesson 5: Advanced Negotiating Tactics |
- Control in negotiations
- Gaining control in a negotiation
- Identifying the types of questions
- Negotiation tactics
- Responding to various tactics
- Negotiation ethics
- Understanding legal considerations
- Handling unethical tactics
- Responding to an unethical act
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