Negotiating Skills

Course Code: NegSkills
Duration: 1 Day 

You will perform the basic steps in a business negotiation.

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Course Content
Lesson 1: Preparing to Negotiate
   Topic 1A: Establish a Successful Mindset
   Topic 1B: Research the Other Party
   Topic 1C: Determine the Value of the Item Being Negotiated
   Topic 1D: Determine Where You'd Like Negotiations to Take Place
   Topic 1E: Establish Your Best- and Worst-Acceptable Outcomes
   Topic 1F: Research Your Best Alternative to a Negotiated Agreement (BATNA)

Lesson 2: Initiating Negotiation: Establishing the Ground Rules
   Topic 2A: Establish Rapport
   Topic 2B: Establish Your Status
   Topic 2C: Choose the Communication Method for Negotiation
   Topic 2D: Establish the Rules of Engagement
   Topic 2E: Set a Timeline
   Topic 2F: Establish How Negotiation Results Will Be Communicated and Implemented

Lesson 3: Negotiating
   Topic 3A: Encourage the Other Party to Issue the First Proposal
   Topic 3B: Make the First Proposal
   Topic 3C: Counter the Offer or Proposal
   Topic 3D: Accept an Offer or Abort Negotiations
   Topic 3E: Work Through an Impasse

Lesson 4: Following Through
   Topic 4A: Evaluate the Success of the Negotiation
   Topic 4B: Follow Up on the Relationship

Lesson 5: Negotiating in Special Circumstances
   Topic 5A: Cross-Cultural Negotiation
   Topic 5B: Cross-Generational Negotiation
   Topic 5C: Negotiation with Supervisors and Subordinates

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