Winning Negotiations

Course Details

Learning Path: Career Skills

Duration: 3 Day(s).

Course Overview

Negotiating is a basic process in human life and a fundamental part of any business. The process involves resolving differences, coming to an agreement, and meeting goals. Negotiating is complex, time consuming, and often frustrating. Consequently, to negotiate well requires a number of different skills, which are outlined in detail in this course. 
Negotiating takes many forms. Whether you are building a project or delivering support, this course will give you a basic skill level to negotiate any situation. You will learn what the traits of a successful negotiator are, how to prepare for a negotiation, how to make the right impression, and how to close a deal. This interactive course includes techniques for effective communication and provides techniques for turning conflict into problem-solving.

Endorsed by

Learning Objectives

  • How common negotiation is and the value of good negotiation skills
  • Various negotiation styles along with the advantages and disadvantages
  • How to decide when to use manipulation and not persuasion
  • Techniques for getting persuasive presentations and conversations started
  • How to use the Five-S framework to make a persuasive presentation
  • How to deal with tough or unfair tactics

Target Audience
All managers, supervisors, and sales professionals
Format
Classroom and Audiobook 

This course includes a 1-year free membership to Chartered Management Institute.

Course Outlines

Title
Unit One: Getting Acquainted with the Basics
What Is Negotiation?
Five Types of Negotiation
Positional Bargaining
Principled Negotiation
Unit Two: Profile of a Successful Negotiator
Key Qualities
Unit Three: Preparing for Negotiation
Four Phases of Negotiation
Getting Started
Controlling Your Fears
Get Yourself Mentally Prepared
Research Your Side of the Negotiation
Research the Other Side of the Negotiation
Unit Four: Understanding Influence and Persuasion
How Persuasion Works
Pre-Assignment Review
Using Push and Pull
Unit Three: Preparing for Negotiation
Four Phases of Negotiation
Getting Started
Controlling Your Fears
Get Yourself Mentally Prepared
Research Your Side of the Negotiation
Research the Other Side of the Negotiation
Unit Five: Setting Up a Persuasive Presentation
The Five-S Framework
Using the Five-S Framework
Unit Six: Communicating with Confidence
Understanding Frame of Reference
Unit Seven: Communicating with Purpose
Building Rapport
Using Persuasive Techniques
Unit Eight: Using the Psychology of the Brain
What Is Neuro-Linguistic Programming?
Using Positive Commands
Influencing Outcomes
Unit Nine: Taking Care of the Details
Prepare the Documentation
Set the Meeting Time and Place
Unit Ten: Making the Right Impression
First Impressions
Dress to Win
Practice Your Handshake
The Art of Making Small Talk
Unit Eleven: Starting the Negotiation
Find Common Ground
Set the Ground Rules
Share Information
Unit Twelve: Handling the Bargaining Stage
Six Techniques for Success
Unit Thirteen: Getting to Mutual Gain
Facing the Obstacles
Overcoming the Obstacles
Unit Fourteen: Getting Past “No” and onto “Yes”
Six Techniques to Get Past “No”
Breaking an Impasse
Four Techniques for Getting to “Yes”
Unit Fifteen: Dealing with Negative Behaviors
Recognize and Address the Tough Tactics
Defusing the Tension
Unit Sixteen: Moving from Bargaining to Closing
Know When to Close
Formal and Informal Agreements
Unit Seventeen: Reaching Agreement
Three Possible Outcomes
Building a Sustainable Agreement
Gaining Consensus
Unit Eighteen: Putting It All Together – A Role Play

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