Everything is a negotiation. We negotiate every day to get what we want, what we need, or what’s best for us. This program will teach you the necessary skills to create win-win solutions for the smallest problems to the most complex business deals. You’ll learn how to determine what’s fair for both sides and how to get what you need or deserve without leaving too much on the table.
Learning Objectives »
- Analyze and prepare for negotiations
- Determine bottom-line needs and expectations
- Negotiate win-win solutions
- Recognize “dirty tactics” and how to respond
- Overcome obstacles and deal-killers
- Use the rules of “give and take” to your advantage
Course Agenda
Principles
- Terms and Definitions
- Negotiation Styles
- Analyzing Your Counterpart
- Negotiation Process
- Basic Principles of Negotiation
Methodology
- Components of a Negotiation
- Preparing for a Negotiation
- Listening Skills
- Positive Persuasion
- Give and Take
Hurdles
- Overcoming Deal Breakers
- Common Errors
- Differing Perspectives
- Handling Emotion
- Difficult Negotiators
- Manipulative (“Dirty”) Tactics
