Effective Negotiating Skills

This one-day live instructor-led class teaches the art of negotiating. You 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 negotiation.

Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions you should ask and appropriate responses, and situations that require a specific negotiation style.

You will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics.

Who Should Attend:

All individuals who engage in negotiations as part of their professional role.

What you'll learn:

• Develop an effective plan and strategy for your negotiations

• Recognize interests and issues and avoid unnecessary positions

• Become more persuasive

• Use techniques that draw information from the other party

• Minimize conflicts and deadlocks

• Ask and answer questions to control the negotiations

• Deflect personal, hostile, or irrelevant objections by reestablishing common ground in the negotiations

• Create a list of concessions that can be “given” during the negotiation to use as bargaining tools

• Read body language, facial expressions, and other signals to uncover “hidden” messages

• Neutralize manipulative tactics

• Maximize closure opportunities

Course Outline:

Unit 1: Establishing your terms of agreement:

• Topic A: Process of identifying objectives

• Topic B: Process of establishing requirements

Unit 2: Researching the other party:

• Topic A: Gathering information about the other party

• Topic B: Estimating the other party's requirements

Unit 3: Preparing for an agreement:

• Topic A: Determining concessions

• Topic B: Fundamentals of Logistics

Unit 4: Conducting a negotiation:

• Topic A: Understanding the negotiation process

• Topic B: Communicating during a negotiation

• Topic C: Challenging negotiation situations

Unit 5: Advanced negotiating tactics:

• Topic A: Control in negotiations

• Topic B: Negotiation tactics

• Topic C: Negotiation ethics