Negotiation Skills

Business Training Works, Inc.
Port Tobacco, MD, United States

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' How do you know when you have gotten the best deal? A fair price? Skilled negotiators know the answers to both of those questions. In this onsite negotiation training program, participants will learn how to determine whether they will win or lose before a negotiation even starts; how to spot dirty tricks from a mile away; the essential steps of a skilled negotiation; and more. Through multiple case studies, hands-on activities, and video participants will practice skills learned throughout this interactive, fast-paced program.

Program Objectives

As a participant, at this program’s conclusion you should be able to:

Identify possible negotiation outcomes.
List the eight steps of the negotiation process.
Understand and identify different behavioral styles and adapt as necessary.
Apply techniques for successful negotiation by successfully answering case studies and participating in practice cases.
Recognize dirty tricks and tactics.
Demonstrate the use of successful concession making.
Develop an action plan to improve your negotiation skills.
Course Outline

Win-Win, Win-Lose, Lose-Lose - Understanding Negotiation Outcomes

Knowing where you may end up before you begin is critical to planning any negotiation. In this introductory module participants will learn about negotiation outcomes, evaluate case studies to determine whether there is a possibility of winning, and discover when to use the strategy of losing because it actually makes sense.

The Eight-Step Negotiation Process - From Fact Finding to Autopsy
Often negotiations fall short because attention is not paid to each step of the negotiation process. In this module, participants will learn about the phases of a negotiation and what questions they should ask before moving on. Concepts explored include BATNA (plan b), minimum acceptance, and probing for inconsistencies.

The Communication Jungle - Negotiation with Different Types of People
Module three begins with Business Training Works’ signature diagnostic tool, The Communication Jungle, where participants learn to identify their own behavioral styles, the styles of their coworkers, clients, customers, or suppliers and how to adjust for better negotiations. This module is beneficial to all who wish to negotiate better with different kinds of people.

Beyond the Basics - Deadlocks, Standstills, and Concessions
Knowing when to give and how much to give is something with which even skilled negotiators struggle. In this module, participants will learn how to recognize, organize, and rank concessions, and how to use them for maximum impact.

Recognizing Dirty Tricks and Traps
Module five explores eight common tactics and their countermeasure defenses: exaggerated first offers, delays, limited authority, and more. Participants will learn how to quickly identify tricks and what to do to turn situations around.

Setting the Stage - Understanding the When and Where of Negotiation
Negotiation over the telephone is different from negotiation in person. An unexpected negotiation is different from one that has been carefully planned. In this module, participants will learn how to use time and space constraints to their maximum advantage.

Show What You Know - Practice Negotiation and Action Plan
The program concludes will a negotiation simulation where participants have an opportunity to practice and reinforce skills learned throughout the program. At the end of the program, each participant will leave with a personalized action plan to improve their next negotiation.
...''

Phone:301.934.3250

School Address:

9015 Katie Court . Port Tobacco, MD 20677 USA

Jobs & Resumes: Port Tobacco
Houses & Roommates: Port Tobacco

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