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Negotiating for Results


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Negotiating for Results

Price: $ 59.95+GST

Whether youre negotiating a big deal with lots of money on the table or trying to get your child to agree to a reasonable bedtime, the principles are the same. This course will give you the skills that you need to become a successful negotiator.

In this course, you will learn about the different types of negotiation, characteristics of a successful negotiator, and building win-win solutions. You will also learn about the four phases of negotiation: preparation, exchanging information, bargaining, and closing.

Table of Contents

1. Course Overview
2. What is Negotiation?
Defining Negotiation
Types of Negotiation
Positional Bargaining
Principled Negotiating
Phases of Negotiation
3. The Successful Negotiator
Key Attributes
Pre-Assignment Review
4. Preparing for Negotiation
Getting Started
Managing Your Fear
Personal Preparation
Researching Your Side
Case Study
Researching the Other Side
5. The Nuts and Bolts
Preparing Documentation
Setting the Time and Place
Case Study
6. Making the Right Impression
First Impressions
The Handshake
Dress for Success
The Skill of Making Small Talk
7. Getting Off to a Good Start
Common Ground
Ground Rules
8. Exchanging Information
9. The Bargaining Stage
Six Techniques for Success
Case Study
10. Reaching Mutual Gain
Getting Rid of Obstacles
Overcoming the Obstacles
11. Moving Beyond “No”
Getting Past No
Breaking the Impasse
Getting to Yes
12. Dealing with Negative Emotions
13. Moving from Bargaining to Closing
Knowing When to Close
Formal vs. Informal Agreements
14. Solution Types
Possible Outcomes
Building a Sustainable Agreement
Getting Consensus
15. Personal Action Plan
16. Recommended Reading List
17. Post-Course Assessment