Business Skills Course Objective:
You will perform the basic steps in a business negotiation
Prerequisites
There are no prerequisite skills for this course, however, you might be interested in the following related courses: Communication Skills, Business Presentations, and Business Writing: From Email to Proposals.
Delivery Method:
Instructor led, group-paced, classroom-delivery learning model with structured hands-on activities
Target Student;
Business professionals who may or may not be in a supervisory position and want to learn negotiating skills
Hardware Requirements
- Pentium 90 MHz or higher processor, or Macintosh PowerPC.
- Screen resolution of 800 x 600 set to 256 colors.
Software Requirements
- Windows® 95, Windows® 98, Windows® 2000, Windows® ME, Windows® NT 4.0, Windows® XP Home Edition, or Windows® XP Professional.
- Microsoft Internet Explorer 5.0x, 5.5, 6.0; or Netscape Navigator (excluding 6.0 and 6.1).
- Adobe Acrobat Reader 6.0 or higher; Apple QuickTime 5.0 or higher; Macromedia Flash Player 6.0.79 or higher; or Macromedia Shockwave 7.0.2, 8.0, 8.5, 8.5.1 or higher.
- Turn off pop-up blocking (Windows XP with Service Pack 2 Internet Explorer users only).
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Performance-Based Objectives
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.
Course duration
1 Day
Business Skills Training outline
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
