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People Skills

Negotiating for Results (PLS07EO)

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Instructor

Savvy

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Course Overview

What Will Students Learn?

  1. Understand how often we all negotiate and the benefits of good negotiation skills.
  2. Recognize the importance of preparing for the negotiation process, regardless of the circumstances.
  3. Identify the various negotiation styles and their advantages anddisadvantages.
  4. Develop strategies for dealing with tough or unfair tactics.
  5. Gain skill in developing alternatives and recognizing options.
  6. Understand basic negotiation principles, including BATNA, WATNA,
  7. WAP, and the ZOPA

What is negotiation?

  1. What is negotiation?
  2. The successful negotiator
  3. Preparing for negotiation
  4. Making the right impression
  5. Getting off to a good start
  6. Exchanging information
  7. The bargaining stage
  8. Reaching mutual gain and moving beyond “no”
  9. Dealing with negative emotions ü Moving from bargaining to closing
  10. Solution type

Course Content

  • Academy Topics

    • Course Overview

    • Learning Objectives

    • Pre-Assignment

    • Pre-Course Assessment

    • What is Negotiation?

    • Defining Negotiation

    • Types of Negotiation

    • Positional Bargaining

    • Principled Negotiating

    • Phases of Negotiation

    • The Successful Negotiator

    • Key Attributes

    • Pre-Assignment Review

    • Preparing for Negotiation

    • Getting Started

    • Managing Your Fear

    • Personal Preparation

    • Researching Your Side

    • Case Study

    • Researching the Other Side

    • The Nuts and Bolts

    • Preparing Documentation

    • Setting the Time and Place

    • Case Study

    • Making the Right Impression

    • First Impressions

    • The Handshake

    • Dress for Success

    • The Skill of Making Small Talk

    • Getting Off to a Good Start

    • Common Ground

    • Ground Rules

    • Exchanging Information

    • The Bargaining Stage

    • Six Techniques for Success

    • Case Study

    • Reaching Mutual Gain

    • Getting Rid of Obstacles

    • Overcoming the Obstacles

    • Moving Beyond “No”

    • Getting Past No

    • Breaking the Impasse

    • Getting to Yes

    • Dealing with Negative Emotions

    • Moving from Bargaining to Closing

    • Knowing When to Close

    • Formal vs. Informal Agreements

    • Solution Types

    • Possible Outcomes

    • Building a Sustainable Agreement

    • Getting Consensus

    • Recommended Reading List

    • Personal Action Plan

    • Post-Course Assessment

Rp750
  • Lessons 52
  • Skill Beginner
  • Last Update 14/03/2025