NEGOTIATION SKILLS
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