Successful Negotiations

Course Number:  035-GO
Recommended Duration:  2 Days

Intended Audience
Individuals responsible for negotiating with others on a variety of levels.

Course Overview
This course will help participants become more effective negotiators. Participants will learn how to plan for a negotiation, conduct a well organized session, and follow up to solidify success. A simulation will also be conducted.

Objectives
As a result of taking this course, you will learn to:

• Plan for and conduct a negotiation session
• Follow up to a negotiation session to assure success
• Describe and operate within the four recognized negotiating styles
• Utilize the six functions of face-to- face negotiation
• Deal effectively with a difficult negotiator

Prerequisites:  None

Topics

• Maneuvering the four negotiating styles

• Deciding when to assume a particular style and determining what the other side will do

• An exercise to demonstrate the styles in action

• The structure of a successful negotiation

• What you need to know to organize and prepare

• Face-to-face negotiating

• How to establish and maintain a positive climate

• Creating and maintaining a useful structure

• Probing for and sharing key motivators

• How to explain options and make proposals

• Clarifying for agreement

• Negotiations planning and follow-up

• Strategic and tactical planning considerations

• Dealing with difficult negotiators

• Negotiations skill practice utilizing a work-related case