Negotiating for Results
Course
Inhouse
Description
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Type
Course
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Methodology
Inhouse
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Start date
Different dates available
Our courses are authored by content-area experts with a great deal of training experience. Topics are broken down into small chunks, which are explained, demonstrated with sample files or applications, and then practiced with hands-on exercises.
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About this course
This course is for delegates who want to learn about negotiating for results.
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The average rating is higher than 3.7
More than 50 reviews in the last 12 months
This centre has featured on Emagister for 6 years
Course programme
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Session One: Course Overview
Session Two: What is Negotiation?
Defining Negotiation
Types of Negotiation
Positional Bargaining
Principled Negotiating
Phases of Negotiation
Session Three: The Successful Negotiator
Key Attributes
Pre-Assignment Review
Session Four: Preparing for Negotiation
Getting Started
Managing Your Fear
Personal Preparation
Researching Your Side
Case Study
Researching the Other Side
Session Five: The Nuts and Bolts
Preparing Documentation
Setting the Time and Place
Case Study
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Session Six: Making the Right Impression
First Impressions
The Handshake
Dress for Success
The Skill of Making Small Talk
Session Seven: Getting Off to a Good Start
Common Ground
Ground Rules
Session Eight: Exchanging Information
Session Nine: The Bargaining Stage
Six Techniques for Success
Case Study
Session Ten: Reaching Mutual Gain
Getting Rid of Obstacles
Overcoming the Obstacles
Session Eleven: Moving Beyond “No”
Getting Past No
Breaking the Impasse
Getting to Yes
Session Twelve: Dealing with Negative Emotions
Session Thirteen: Moving from Bargaining to Closing
Knowing When to Close
Formal vs. Informal Agreements
Session Fourteen: Solution Types
Possible Outcomes
Building a Sustainable Agreement
Getting Consensus
Recommended Reading List
Post-Course Assessment
Pre- and Post-Assessment Answer Keys
Personal Action Plan
Negotiating for Results