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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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