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Negotiation Resources

Negotiation Training

negotiation skills course

Negotiation Power Skills: How to Get What You Want Without Being a Jerk

Course Outcomes

This negotiation course will:
  • Help participants determine how a negotiation will most likely conclude before it even starts.
  • Outline a proven process for negotiating dollars, terms, quality, quantity, and other issues that are often the focus of the bargaining process.
  • Suggest a methodology for positioning information in different ways depending on the style of the negotiators.
  • Provide tactics for responding to common negotiation roadblocks: standstills, deadlocks, stalls, and other problems.
  • Offer answers to tricks, traps, and further attempts to manipulate an agreement.

Available Formats

  • One-Day Course
  • Two-Day Course

Course Overview

Do you know when you have gotten the best deal or a fair price? Skilled negotiators do.

In this negotiation training program, participants will learn to determine if they will win or lose before a negotiation even starts, to spot dirty tricks from a mile away, to take the essential steps of a skilled negotiator, and more.

Through multiple case studies, hands-on activities, and videotaping, participants will practice skills learned throughout this interactive, fast-paced negotiation course.

Program Objectives

At this program's conclusion, participants should be able to:

  • Identify possible negotiation outcomes.
  • List the eight steps of the negotiation process.
  • Understand and identify different behavioral styles and adapt as necessary.
  • Apply techniques for successful negotiation by successfully answering case studies and participating in practice cases.
  • Recognize dirty tricks and tactics.
  • Demonstrate the use of successful concession making.
  • Develop an action plan to improve negotiation skills.

The following outline highlights some of the course's key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of the participant materials prior to the session(s).

Workshop Outline

Win-Win, Win-Lose, Lose-Lose: Understanding Negotiation Outcomes
Knowing where you may end up before you begin is critical to planning any negotiation.  In this introductory discussion, participants will learn about negotiation outcomes, evaluate case studies to determine whether there is a possibility of winning, and discover when to use the strategy of losing because it actually makes sense.
The Eight-Step Negotiation Process: From Fact Finding to Autopsy
Negotiations often fall short because the key players have not paid attention to each step of the negotiation process.  In this section, participants will learn about the phases of a negotiation and what questions they should ask before moving on.  They will also explore the concepts of BATNA (plan b), minimum acceptance, and probing for inconsistencies.
The Communication Jungle: Negotiation with Different Types of People
This unit begins with Business Training Works' signature diagnostic tool, The Communication Jungle, with which participants learn to identify their own behavioral styles and those of their coworkers, clients, customers, or suppliers in order to adjust for better negotiations.  This information is beneficial to all who wish to negotiate better with different kinds of people.
Beyond the Basics: Deadlocks, Standstills, and Concessions
Knowing when to give and how much to give are issues with which even skilled negotiators struggle.  In this segment, participants will learn how to recognize, organize, and rank concessions and discover how to use them for maximum impact.
Tricks, Traps, and Tactics: What to Be Aware Of
Section five explores eight common tactics and their defensive countermeasures. From exaggerated first offers to delays, participants will learn how to quickly identify tricks and what to do to turn situations around.
Setting the Stage: Understanding When and Where to Negotiate
Negotiation over the telephone is different from negotiation in person.  An unexpected negotiation is different from one that has been carefully planned.  In this part of the course, participants will learn how to use time and space constraints to their maximum advantage.
Show What You Know: Practice Negotiation and Action Planning
The program ends with a negotiation simulation during which participants have an opportunity to practice and reinforce the skills they have learned.  They will leave with personalized action plans to improve their next negotiation.
At this negotiation skills training program's conclusion, participants will have an understanding of how to use their power base for maximum influence in the negotiation process, how to handle dirty tricks, how to make concessions, when to walk away, how to succeed in cross-cultural negotiations, and what they need to do immediately to improve their next negotiation.

Questions This Page Answers About Negotiation Training

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  • Where can I find a negotiation training program?
  • Who offers an onsite negotiation skills course?