Length

Total Class:  40 hours

1 session per week in 4 or 8 hour sessions


Audience

This course is designed for professionals in a re-seller market arena focusing on:

  • Communication & Behavioral Styles: Individual Assessments
  • Definitions & Descriptions of Negotiation
  • Common Sense Rules Negotiation
  • Common Sense Ethics of Negotiation
  • Negotiation Literature

Recommended Prerequisites

None.


Topic

Getting to Yes

  • Don’t Bargain Over Positions
  • Separate the People from the Problem
  • Focus On Interests, Not Positions
  • Invent Options for Mutual Gain
  • Insist On Using Objective Criteria
  • What If They Are More Powerful?
  • What If They Won’t Play?
  • What If They Use Dirty Tricks
  • Ten Questions People Ask About Getting To Yes

The Negotiating Game

  • The Negotiating Society
  • Winners and Losers
  • What Makes a Good Negotiator
  • What’s Your Aspiration Level
  • You Have More Power than You Think
  • People Who Influence
  • Inoculation Against Influence
  • Status
  • The Role of Role
  • Needs, Goals and Action
  • The Anatomy of Negotiation
  • Strategy
  • Tactics, Deadlock and Countermeasures
  • The Successful Manager Negotiates
  • Organize to Win Your Objectives
  • The Wheel of Negotiation

The Win-Win Negotiator

  • The PRAM Model

In Business As In Life, You Don’t Get What You Deserve, You Get What You Negotiate

  • How Winners Win
  • Areas Other than Price to Look for Win-Win Solutions

The Only Negotiating Guide You’ll Ever Need

  • What Is Negotiation?
  • Negotiations Four Possible Outcomes
  • Three Critical Elements of Negotiation
  • Questioning Skills: How to Uncover Your Counterpart’s Needs
  • Listening Skills: A Powerful Key to Successful Negotiating
  • Non-Verbal Behavior: The Language of Negotiating
  • Building Trust in Negotiation
  • Sharks, Carps and Dolphins: Your Negotiating Counterparts
  • The Role of Negotiating Styles
  • 101 Ways to Win
  • “Thirteen Common Errors of Negotiators”
  • Applying Kaizen to Negotiation
  • Video Simulated Negotiations with Review

Employee Application Company Application