We do negotiation everyday. Sometimes we succeed and sometimes we don't. This workshop provides practical tools and a clear assessment in a business negotiation with a win-win approach.
Course Description
We do negotiation everyday. Sometimes we succeed and sometimes we don't. This workshop provides practical tools and a clear assessment in a business negotiation with a win-win approach.
Course Objective:
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
Establish a Successful Mindset
Research the Other Party
Determine the Value of the Item Being Negotiated
Determine Where You'd Like Negotiations to Take Place
Establish Your Best- and Worst-Acceptable Outcomes
Research Your Best Alternative to a Negotiated Agreement (BATNA)
Lesson 2: Initiating Negotiation: Establishing the Ground Rules
Establish Rapport
Establish Your Status
Choose the Communication Method for Negotiation
Establish the Rules of Engagement
Set a Timeline
Establish How Negotiation Results Will Be Communicated and Implemented
Lesson 3: Negotiating
Encourage the Other Party to Issue the First Proposal
Make the First ProposalTopic
Counter the Offer or Proposal
Accept an Offer or Abort Negotiations
Work Through an Impasse
Lesson 4: Following Through
Evaluate the Success of the Negotiation
Follow Up on the Relationship
Lesson 5: Negotiating in Special Circumstances
Cross-Cultural NegotiationTopic
Cross-Generational Negotiation
Negotiation with Supervisors and Subordinates
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