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Negotiating for Results

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Course Overview

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.

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Knowledge Checks

Digital Workbook

Certificate

Tutor Support

Course Value $350

Course Description

Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this course will provide you with a basic comfort level to negotiate in any situation. This course includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

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  • MODULE 1 • 3 LESSONS

    COURSE OVERVIEW


    • Learning Objectives + Exercise 1
    • Pre-Assignment
    • Pre-Course Assessment

  • MODULE 2 • 17 LESSONS

    WHAT IS NEGOTIATION


    • What is Negotiation
    • Defining Negotiation, Part One
    • Defining Negotiation, Part Two
    • Types of Negotiation
    • Inductive/Deductive/Mixed
    • Soft/Hard/Principled
    • Non-Negotiable Positions vs. Options, Part One
    • Non-Negotiable Positions vs. Options, Part Two
    • Positional Bargaining
    • Principled Negotiating
    • Principled Negotiation
    • Three Styles
    • Preparation
    • Exchanging Information
    • Bargaining
    • Commitment and Closing

  • MODULE 3 • 13 LESSONS

    THE SUCCESSFUL NEGOTIATOR


    • The Successful Negotiator
    • Key Attributes + Exercise 2
    • Pre-Assignment Review
    • Communication Skills: Active Listening
    • Communication Skills: Asking Questions
    • Communication Skills: Open Questions
    • Communication Skills: Closed Questions
    • Communication Skills: Probing Techniques
    • Body Language
    • Problem Solving
    • Creative Thinking, Part One
    • Creative Thinking, Part Two
    • Building Enthusiasm and Confidence

  • MODULE 4 • 12 LESSONS

    PREPARING FOR NEGOTIATION


    • Preparing for Negotiation
    • Getting Started
    • Managing Your Fear
    • Growing and Improving
    • Personal Preparation
    • Your Personal Hot Buttons
    • Making Connections + Exercise 3
    • Researching Your Side, Part One
    • Researching Your Side, Part Two
    • Discussion Questions + Exercise 5
    • Case Study + Exercise 4
    • Researching the Other Side + Exercise 6

  • MODULE 5 • 5 LESSONS

    THE NUTS AND BOLTS


    • The Nuts and Bolts
    • Preparing Documentation
    • Setting the Time and Place
    • Choosing the Time
    • Other Factors

  • MODULE 6 • 9 LESSONS

    MAKING THE RIGHT IMPRESSION


    • Making the Right Impression
    • First Impressions
    • The Handshake
    • Other Points
    • Dress for Success
    • The Skill of Making Small Talk
    • Small Talk Can Suit You
    • What Works
    • What Doesn’t Work

  • MODULE 7 • 3 LESSONS

    GETTING OFF TO A GOOD START


    • Getting Off to a Good Start
    • Common Ground
    • Ground Rules + Exercise 8

  • MODULE 8 • 4 LESSONS

    EXCHANGING INFORMATION


    • Exchanging Information
    • Getting Started
    • Making Connections, Part One + Exercise 9
    • Making Connections, Part Two + Exercise 10

  • MODULE 9 • 10 LESSONS

    THE BARGAINING STAGE


    • Reaching Mutual Gain
    • Getting Rid of Obstacles
    • Considering the Options
    • Key Obstacles
    • Premature Judgment
    • Searching For the Single Outcome
    • The Fixed Pie
    • Overcoming the Obstacles

  • MODULE 11 • 3 LESSONS

    MOVING BEYOND “NO”


    • Moving Beyond “No”
    • Getting Past No
    • Getting to Yes

  • MODULE 12 • 7 LESSONS

    DEALING WITH NEGATIVE EMOTIONS


    • Dealing with Negative Emotions
    • Defusing the Bomb
    • Stonewalling
    • Attacking
    • Dishonesty
    • Choosing Your Response
    • Tips for Defusing Negative People

  • MODULE 13 • 4 LESSONS

    MOVING FROM BARGAINING TO CLOSING


    • Moving from Bargaining to Closing
    • Knowing When to Close
    • Things to Avoid
    • Formal vs. Informal Agreements

  • MODULE 14 • 8 LESSONS

    SOLUTION TYPES


    • Solution Types
    • Possible Outcomes, Part One
    • Possible Outcomes, Part Two
    • Building a Sustainable Agreement
    • Getting Everyone’s Perspective
    • Reviewing the Information
    • Outlining the Options
    • Getting Consensus

  • MODULE 15 • 5 LESSONS

    A PERSONAL ACTION PLAN


    • A Personal Action Plan
    • Starting Point + Exercise 12a
    • Where I Want to Go + Exercise 12b
    • How I Will Get There + Exercise 12c
    • Summary

  • MODULE 16 • 3 LESSONS

    WRAPPING IT UP


    • Recommended Reading List
    • Post-Course Assessment
    • Digital Workbook Submission

Further Your Learning Journey

Connect your SMART Mind. SMART Body. and SMART Soul. Further your learning with other related resources and courses.

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  • Active Listening

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