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Successful Negotiation
Course Number:
035-GO
Recommended Duration:
2 Days
Intended Audience:
Individuals responsible for negotiating with others on a variety of levels.
Course Overview
This course will help participants become more effective negotiators. Participants will learn how to plan for a negotiation, conduct a well organized session, and follow up to solidify success. A simulation will also be conducted.
Objectives
As a result of taking this course, you will learn to:
Plan for and conduct a negotiation session
Follow up to a negotiation session to assure success
Describe and operate within the four recognized negotiating styles
Utilize the six functions of face-to- face negotiation
Deal effectively with a difficult negotiator
Prerequisites:
None
Topics
Maneuvering the four negotiating styles
Deciding when to assume a particular style and determining what the other side will do
An exercise to demonstrate the styles in action
The structure of a successful negotiation
What you need to know to organize and prepare
Face-to-face negotiating
How to establish and maintain a positive climate
Creating and maintaining a useful structure
Probing for and sharing key motivators
How to explain options and make proposals
Clarifying for agreement
Negotiations planning and follow-up
Strategic and tactical planning considerations
Dealing with difficult negotiators
Negotiations skill practice utilizing a work-related case
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