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Negotiating Skills (One-Day)
 You will perform the basic steps in a business negotiation.

Upon successful completion of this course, students will be able to:

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

 

Lesson 1: Preparing to Negotiate

Topic 1A: Establish a Successful Mindset

Topic 1B: Research the Other Party

Topic 1C: Determine the Value of the Item Being Negotiated

Topic 1D: Determine Where You'd Like Negotiations to Take Place

Topic 1E: Establish Your Best- and Worst-Acceptable Outcomes

Topic 1F: Research Your Best Alternative to a Negotiated Agreement (BATNA)

 

Lesson 2: Initiating Negotiation: Establishing the Ground Rules

Topic 2A: Establish Rapport

Topic 2B: Establish Your Status

Topic 2C: Choose the Communication Method for Negotiation

Topic 2D: Establish the Rules of Engagement

Topic 2E: Set a Timeline

Topic 2F: Establish How Negotiation Results Will Be Communicated and Implemented

 

Lesson 3: Negotiating

Topic 3A: Encourage the Other Party to Issue the First Proposal

Topic 3B: Make the First Proposal

Topic 3C: Counter the Offer or Proposal

Topic 3D: Accept an Offer or Abort Negotiations

Topic 3E: Work Through an Impasse

 

Lesson 4: Following Through

Topic 4A: Evaluate the Success of the Negotiation

Topic 4B: Follow Up on the Relationship

 

Lesson 5: Negotiating in Special Circumstances

Topic 5A: Cross-Cultural Negotiation

Topic 5B: Cross-Generational Negotiation

Topic 5C: Negotiation with Supervisors and Subordinates

 

  

 

Contact us at 804-288-8331 for the soft skills training schedule.

 

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Commonwealth Computer Training
A Division of Commonwealth Personnel Consultants, Inc.
Forest Plaza II Building, 7275 Glen Forest Drive, Suite 200
Richmond, VA 23226
Phone: 804.288.8331
Fax: 804.288.4831
info@commonwealthcomputertraining.com

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