About this Course

This Negotiating Skills course is designed to provide students with the skills necessary to perform the basic steps in a business negotiation. This course is taught with structured hands-on activities.

Audience Profile

Business Users

At Course Completion

Upon completion of the Negotiating Skills course, students will be able to:

• Prepare to negotiate in a business environment
• Initiate negotiations and follow through on their results
• Negotiate with their partner
• Follow through on a completed business negotiation
• Negotiate in unique business circumstances

Course Outline

1. Preparing to Negotiate

• Establish a Successful Mindset
• Research the Other Party
• Determine the Value of the Item Being Negotiated
• Determine Where You'd Like Negotiations to Take Place
• Establish Your Best- and Worst-Acceptable Outcomes
• Research Your Best Alternative to a Negotiated Agreement (BATNA)

2. Initiating Negotiation: Establishing the Ground Rules

• Establish Rapport
• Establish Status
• Choose the Communication Method for Negotiation
• Establish the Rules of Engagement
• Set a Timeline
• Establish How Negotiation Results Will Be Communicated and Implemented

3. Negotiating

• Encourage the Other Party to Issue the First Proposal
• Make the First Proposal
• Counter the Offer or Proposal
• Accept an Offer or Abort Negotiations
• Work Through an Impasse

4. Following Through

• Evaluate the Success of the Negotiation
• Follow Up on the Relationship

5. Negotiating in Special Circumstances

• Cross-Cultural Negotiation
• Cross-Generational Negotiation
• Negotiation with Supervisors and Subordinates