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People Skills

Negotiating for Results (PLS07EO)

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Instructor

Savvy

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Course Overview

What Will Students Learn?

  • Understand how often we all negotiate and the benefits of good negotiation skills.
  • Recognize the importance of preparing for the negotiation process, regardless of the circumstances.
  • Identify the various negotiation styles and their advantages anddisadvantages.
  • Develop strategies for dealing with tough or unfair tactics.
  • Gain skill in developing alternatives and recognizing options.
  • Understand basic negotiation principles, including BATNA, WATNA,
  • WAP, and the ZOPA

What is negotiation?

  • What is negotiation?
  • The successful negotiator
  • Preparing for negotiation
  • Making the right impression
  • Getting off to a good start
  • Exchanging information
  • The bargaining stage
  • Reaching mutual gain and moving beyond “no”
  • Dealing with negative emotions ü Moving from bargaining to closing
  • Solution type

Course Content

  • Academy Topics

    • Course Overview

    • Learning Objectives

    • Pre-Assignment

    • Pre-Course Assessment

    • What is Negotiation?

    • Defining Negotiation

    • Types of Negotiation

    • Positional Bargaining

    • Principled Negotiating

    • Phases of Negotiation

    • The Successful Negotiator

    • Key Attributes

    • Pre-Assignment Review

    • Preparing for Negotiation

    • Getting Started

    • Managing Your Fear

    • Personal Preparation

    • Researching Your Side

    • Case Study

    • Researching the Other Side

    • The Nuts and Bolts

    • Preparing Documentation

    • Setting the Time and Place

    • Case Study

    • Making the Right Impression

    • First Impressions

    • The Handshake

    • Dress for Success

    • The Skill of Making Small Talk

    • Getting Off to a Good Start

    • Common Ground

    • Ground Rules

    • Exchanging Information

    • The Bargaining Stage

    • Six Techniques for Success

    • Case Study

    • Reaching Mutual Gain

    • Getting Rid of Obstacles

    • Overcoming the Obstacles

    • Moving Beyond “No”

    • Getting Past No

    • Breaking the Impasse

    • Getting to Yes

    • Dealing with Negative Emotions

    • Moving from Bargaining to Closing

    • Knowing When to Close

    • Formal vs. Informal Agreements

    • Solution Types

    • Possible Outcomes

    • Building a Sustainable Agreement

    • Getting Consensus

    • Recommended Reading List

    • Personal Action Plan

    • Post-Course Assessment

Paid
  • Lessons 52
  • Skill Beginner
  • Last Update 27/02/2025