Course Description

The development of on-going customer relationships is key to any successful organization. Unless negotiations achieve a win-win outcome, it is likely that such relationships will break down over time. This training will demystify the process and the underlying core skills of effective negotiation. It will give participants the knowledge, skills and confidence they need to become effective negotiators, in a wide range of face-to-face and telephone situations.


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

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



Topics and Course Content

  • 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

Learning Goals and Results

At the conclusion of the course the participants will be able to:

  • Be more confident in negotiation situations
  • Strike better deals
  • Strive for win-win agreements
  • Foster ongoing customer relationships
  • Gain best outcomes from inter-personal interactions
  • Develop a range of transferable skills

Time Investment

This class is 40 hours of classroom time taken in 4-hour sessions over the course of 10 consecutive weeks.

Please Note: Course content and time investment can also be customized to an individual company’s needs.

Employee Application Employer Application