| Negotiating Skills 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 Content Lesson 1: Preparing to Negotiate Establish a Successful Mindset Research the Other Party Determine the Value of the Item Being Negotiated Determine Where You'd Like Negotiations to Take Place Establish Your Best- and Worst-Acceptable Outcomes Research Your Best Alternative to a Negotiated Agreement (BATNA) Lesson 2: Initiating Negotiation: Establishing the Ground Rules Establish Rapport Establish Your Status Choose the Communication Method for Negotiation Establish the Rules of Engagement Set a Timeline Establish How Negotiation Results Will Be Communicated and Implemented Lesson 3: Negotiating Encourage the Other Party to Issue the First Proposal Make the First Proposal Counter the Offer or Proposal Accept an Offer or Abort Negotiations Work Through an Impasse Lesson 4: Following Through Evaluate the Success of the Negotiation Follow Up on the Relationship Lesson 5: Negotiating in Special Circumstances Cross-Cultural Negotiation Cross-Generational Negotiation Negotiation with Supervisors and Subordinates |
| Everything about business comes down to PEOPLE. Where in business can we escape the impact of human care, human creativity, human commitment, human frustration, and human despair? There is no reason for anything in business to exist if it does not serve the needs of people. -Bruce Cryer, Re-Engineering the Human System |
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