Negotiating Skills (OLEK-190)

Request a Quote for this class

About this Course

This Negotiating Skills course is designed to provide students with the skills necessary to perform the basic steps in a business negotiation. This course is taught with structured hands-on activities.

Audience Profile

Business Users

At Course Completion

Upon completion of the Negotiating Skills course, students will be able to:

  • Prepare to negotiate in a business environment
  • Initiate negotiations and follow through on their results
  • Negotiate with their partner
  • Follow through on a completed business negotiation
  • Negotiate in unique business circumstances

Course Outline

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)

2. Initiating Negotiation: Establishing the Ground Rules

  • Establish Rapport
  • Establish Status
  • Choose the Communication Method for Negotiation
  • Establish the Rules of Engagement
  • Set a Timeline
  • Establish How Negotiation Results Will Be Communicated and Implemented

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

4. Following Through

  • Evaluate the Success of the Negotiation
  • Follow Up on the Relationship

5. Negotiating in Special Circumstances

  • Cross-Cultural Negotiation
  • Cross-Generational Negotiation
  • Negotiation with Supervisors and Subordinates