Negotiating Skills

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Length: 2 day 


Course objectives

After completing this course, students will be able to:

    • Upon successful completion of this course, students will be able to: 
    • 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 outlines

    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 Proposal
    • 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 Negotiation
    • Cross-Generational Negotiation
    • Negotiation with Supervisors and Subordinates