Negotiation Essentials


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   6 Month Access - $249
  12 Month Access - $399

Negotiation Essentials: What Is Negotiation?

Overview/Description
Everyone has to negotiate at some point in his or her life. Strong negotiations skills can be survival skills, both in and out of the workplace. But being able to negotiate successfully requires that you understand some of the basic concepts of negotiation. Negotiation has been described in many ways as getting what you want, reaching an agreement, influencing others, and bargaining. However you think of it, though, negotiation is a process in which two or more parties with different needs and goals work together to find a solution that is acceptable to all. This course defines negotiation and describes actions that can help you negotiate successfully. It also discusses two types of negotiation as “ distributive and integrative “ that you will typically encounter in business. And finally, this course covers styles of negotiating.

Target Audience
Individuals who want to understand and develop their negotiation skills

Expected Duration (hours)
1.0

Lesson Objectives

  • recognize actions that can help you negotiate successfully
  • distinguish between characteristics of distributive and integrative negotiation
  • identify the negotiating style used in a given situation

Negotiation Essentials: Planning for Negotiation

Overview/Description

It’s true that negotiating can sometimes seem a daunting task. But if you’re properly prepared, you’ll likely reach an outcome that benefits both you and the other party without too much stress. If you’ve ever gone into a negotiation without preparing, it’s likely that you were reactive and unfocused, and you may have ended up with a less than desirable outcome. Proper planning would have given you the direction needed to do effective problem solving at the negotiation table. Thinking carefully about what you want to achieve, as well as what the other party wants, will pave the way for a smooth and successful negotiation. You will know which terms are acceptable to you and which are not, and you will be ready for objections from the other party. This course describes key considerations when preparing for a negotiation. It also covers how to prepare for likely compromises you’ll need to make, and how having alternatives to a negotiated agreement and knowing your ‘walk away’ point can make negotiations go smoother.

Target Audience
All individuals that want to understand and develop their negotiation skills

Expected Duration (hours)
1.0

Lesson Objectives

  • recognize key considerations when preparing for a negotiation
  • recognize how to prepare for compromises in a negotiation
  • recognize the role of a “Best Alternative to a Negotiated Agreement“ (BATNA) in strengthening a negotiating position
  • identify the zone of possible agreement for a given negotiation

Negotiation Essentials: Communicating

Overview/Description

If you want to achieve a successful outcome in a negotiation, you need to communicate well. And this means not only being clear in how you deliver your message but also ensuring the other party feels understood. You need to actively and skillfully create a connection with the person you’re negotiating with. Otherwise, you won’t ever reach an agreement. This course describes ways you can communicate effectively in a negotiation. It discusses how to set the tone for a negotiation, make an effective and clear proposal, and respond positively to the other party in the negotiation.

Target Audience
Individuals who want to understand and develop their negotiation skills

Expected Duration (hours)
1.0

Lesson Objectives

  • recognize how to set the right tone for a negotiation
  • recognize effective ways to communicate your proposal during a negotiation
  • respond appropriately to the other party in a given negotiation scenario

 

Negotiation Essentials: Persuading

Overview/Description

Successful negotiators have the ability to persuade others that their interests are important. But they don’t achieve this by ignoring the interests of the other party. Instead, they frame and adapt their interests to reflect the other side’s viewpoint. This course identifies the value of persuasion in negotiations and highlights strategies to help you be persuasive in negotiations. It also covers techniques for effectively dealing with difficult people in negotiations.

Target Audience
Any individual who wants to develop negotiation skills

Expected Duration (hours)
1.0

Lesson Objectives

  • recognize strategies for being persuasive in a negotiation
  • use persuasive strategies in a given negotiation
  • recognize how to deal effectively with difficult people in a negotiation

 

Negotiation Essentials: Avoiding Pitfalls in Negotiations

Overview/Description

Negotiations can be tough. But keeping your wits through pressure and problems can lead to breakthroughs and success. Negotiations commonly fail because poor approaches and tactical blunders create additional stumbling blocks to overcome. Negotiators need to be aware of the kinds of actions or attitudes that can hinder the achievement of an agreement. But they also need to understand tactics the other side may use to create a negotiating advantage. This course describes how to overcome common errors in negotiating. It also covers strategies for dealing with difficult negotiating tactics from the other side. Finally, it outlines how to diagnose barriers to agreement.

Target Audience
Individuals that want to understand and develop their negotiation skills

Expected Duration (hours)
1.0

Lesson Objectives

  • recognize which strategies to use to overcome common errors in negotiation
  • match strategies for dealing with difficult negotiating tactics to examples of when they are needed
  • identify steps in diagnosing barriers to agreement in a negotiation

Conducting a Successful Negotiation Simulation

Overview/Description

As the newly appointed hospital administrator of Overton General, you have a great deal to cope with in your first few months on the job. And one of the most pressing tasks is conducting negotiations with Merrimack Valley Document Solutions – a materials retention company. Decades’ worth of x-rays, microfiche, and patient records are stockpiled in Overton’s storage rooms, but space is in short supply. And due to your predecessor’s failure to properly address the hospital’s growing need for document retention and conversion, it’s now imperative that you secure a workable contract with a service provider as soon as possible.

Target Audience
Individuals who want to understand and develop their negotiation skills

Expected Duration
30 minutes
Lesson Objectives

Conducting a Successful Negotiation Simulation

  • preparing for negotiation
  • selecting a negotiation style
  • conducting the negotiation

 

Effective Body Language in Negotiations

Overview/Description

Body language often conveys far more than the spoken word, communicating the speaker’s underlying intent. This Business Impact focuses on the crucial role that non-verbal cues serve during the course of business negotiations.

Target Audience
Students preparing to enter the workforce, entry level employees who have just entered the workforce and mid-level employees looking to refresh their skills.

Expected Duration (hours)
0.1

Vendor Negotiations: Choosing the Best Approach

Overview/Description

Negotiation is a complex process that requires thorough preparation, clear communication, and keen perception. And the most successful negotiators are those who strive to achieve win-win results. This challenge explores various negotiation styles and processes and focuses on how to reach a collaborative, win-win solution.

Target Audience
Mid- to upper-level managers and executives; all high potentials and fast trackers, including individual contributors.

Expected Duration (hours)
0.2

Location Does Matter

Overview/Description

Determining the best place for holding negotiations is more difficult than it might first appear. This challenge examines the factors to consider when selecting such a location.

Expected Duration
15 minute




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