Course Outcomes

This web-based negotiation skills workshop will:

  • Identify possible negotiation outcomes.
  • Explain negotiation strategies.
  • Outline the importance of preparation and planning before a negotiation.
  • Suggest an eight-step negotiation process.
  • Discuss persuasion, influence, and their role in negotiation.

Course Overview

Whether your team buys, sells, or is involved in some other type of negotiation, this online, instructor-led negotiation course can help. The program covers negotiation outcomes, the negotiation process, strategies for staying one step ahead, tips for staying organized, and skills for listening and responding before making concessions. Throughout the class, participants will have opportunities to relate what they have learned to their current negotiation situations as they explore ways to improve business outcomes.

Segment One Objectives

At this segment’s conclusion, participants should be able to:

  • Identify possible negotiation outcomes.
  • Explain reasons for certain types of negotiated outcomes.
  • Effectively plan a negotiation.
  • List the eight steps of the negotiation process.
  • Identify different behavioral styles and adapt as necessary.
  • Describe techniques for successful negotiation.

Segment One Modules

  • Win-Win, Win-Lose, Lose-Lose: Understanding Outcomes
  • Setting the Stage: Planning and Preparation
  • The Eight-Step Negotiation Process: Following a System
  • Negotiation with Different Types of People: Adjusting to Your Partner
  • The Give and Take: If You Can, Then I Will…

Segment Two Objectives

At this segment’s conclusion, participants should be able to:

  • Employ commonsense communication.
  • Demonstrate the use of successful concession making.
  • Disagree without putting off your negotiation partner.
  • Apply various closing techniques.
  • Develop an action plan to improve negotiation skills.
  • Recognize and defuse a variety of tactics employed by shrewd negotiators.
  • Use fundamental persuasion tactics.

Segment Two Modules

  • Winning Communication: Working with Commonsense
  • Tricks, Traps, and Tactics: Avoiding Pitfalls
  • Deadlocks, Stalls and Standstills: Overcoming Roadblocks
  • Concession Guidelines: Giving Away Nothing for Free
  • Harnessing the Power of Persuasion: Influencing Others

By the end of this workshop, participants should understand what should happen from start to finish during a basic negotiation.