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Negotiating for Results

Recommended Prerequisites

No prerequisites are required for this course.

Course Overview

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.

Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this course will provide you with a basic comfort level to negotiate in any situation. This course includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

Learning Objectives

Course Outline

  1. Course Overview
  2. What is Negotiation?
  3. Defining Negotiation
  4. Types of Negotiation
  5. Positional Bargaining
  6. Principled Negotiating
  7. Phases of Negotiation
  8. The Successful Negotiator
  9. Key Attributes
  10. Pre-Assignment Review
  11. Preparing for Negotiation
  12. Getting Started
  13. Managing Your Fear
  14. Personal Preparation
  15. Researching Your Side
  16. Case Study
  17. Researching the Other Side
  18. The Nuts and Bolts
  19. Preparing Documentation
  20. Setting the Time and Place
  21. Case Study
  22. Making the Right Impression
  23. First Impressions
  24. The Handshake
  25. Dress for Success
  26. The Skill of Making Small Talk
  27. Getting Off to a Good Start
  28. Common Ground
  29. Ground Rules
  30. Exchanging Information
  31. The Bargaining Stage
  32. Six Techniques for Success
  33. Case Study
  34. Reaching Mutual Gain
  35. Getting Rid of Obstacles
  36. Overcoming the Obstacles
  37. Moving Beyond “No”
  38. Getting Past No
  39. Breaking the Impasse
  40. Getting to Yes
  41. Dealing with Negative Emotions
  42. Moving from Bargaining to Closing
  43. Knowing When to Close
  44. Formal vs. Informal Agreements
  45. Solution Types
  46. Possible Outcomes
  47. Building a Sustainable Agreement
  48. Getting Consensus
  49. Personal Action Plan
  50. Recommended Reading List
  51. Post-Course Assessment

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