Effective Business Negotiating Skills

Course Outline

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

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

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

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

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

Learning Outcomes

• Understanding and identify negotiation objectives

• Establish your terms of agreement

• Gather information regarding the company and participants

• Estimate the requirements

• Plan for an agreement ensuring that you have established boundaries, formulated a plan, created a negotiation environment.

• Conduct the negotiation to achieve an outcome

• Control the negotiations

• Negotiation tactics and ethics

• Understanding legal considerations

• Responding to an unethical act