Negotiating Skills (1 Day) Date:TBD
Category Business
Course Title Negotiating Skills (1 Day) Date:TBD
Course Specifications
Course number UBS10044
Course length 1 Day
Course Description
You will perform the basic steps in a business negotiation.
Audience
Business professionals who may or may not be in a supervisory position and want to learn negotiating skills.
Prerequisites
There are no prerequisite skills for this course.
Course Objectives
Upon successful completion of this course, students will be able to:
Course 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
Course Title Negotiating Skills (1 Day) Date:TBD
Course Specifications
Course number UBS10044
Course length 1 Day
Course Description
You will perform the basic steps in a business negotiation.
Audience
Business professionals who may or may not be in a supervisory position and want to learn negotiating skills.
Prerequisites
There are no prerequisite skills for this course.
Course 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 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
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