Negotiating Skills For Non-Specialists

Negotiating Skills For Non-Specialists

$399.00

Course Date: T.B.D.

Time: 9am to 4pm – Eastern

Category:

Description

Learn in a classroom environment with your peers, virtually, with an instructor online.

Course Length: 1 Day

Target Audience: General

Goal:

 This course is designed for those who plan and/or conduct negotiations without this being their specialty or main activity.

For example:

  • Negotiate real estate leases
  • Negotiate the purchase of goods and services
  • Negotiate service agreements
  • Negotiate in everyday life
  • Set dispute

Learning Objectives:

  • Learn how to prepare and conduct effective negotiations
  • Understand the steps of effective negotiation
  • Know and understand the different styles and approaches to negotiation
  • Be familiar with different strategies and tactics useful in negotiation and how to choose the right one
  • Know how to develop a plan and conduct a successful negotiation
  • Ability to communicate effectively in the process

Course Content:

Negotiation

  • What is negotiation?
  • The basic conditions for effective negotiation
  • The main elements of a negotiation
  • The two main approaches (features, advantages and disadvantages)
  • The negotiation process
  • Planning
  • While identifying the situation and issues
    • The purpose of the negotiation
    • Background / issues
    • Consequences
  • Know the stakeholders
    • Strengths and weaknesses
    • Needs / interests
    • The individual trading styles
    • Relationships / interdependence / power
  • Define positions
    • Defining its position
      • Targets / minimum acceptable
      • Priority elements / negligible
    • Anticipate the positions of the other parties
      • Objectives
      • Priorities
    • Develop strategies and tactics
      • Facts and assumptions
      • Various strategies and tactics
      • The choice of strategy
    • Discussion
    • The essence of negotiation
      • Opening
      • The positions of departures
      • Zone of agreement and discussion points
    • Communication
      • Establish trust
      • Language verbal / nonverbal
      • Attitude / influence
    • Environmental factors
      • Proposals and bargaining
    • Realism
    • Make the right concessions
    • Tactics and roles
    • Techniques at the table

Supplement Material

A student manual is available for the learner to follow during the instructor’s presentation.

Benefits to the participants

Throughout the activities, the learners will be able to look at various topics related to negotiation and acquire the skills to negotiate with stakeholders.

Course Evaluation

 A course evaluation will be completed by the learners once the course is finished.

Note: The course outline may be subject to change.

 

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