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Negotiating for Results
START THIS COURSE TODAYCourse 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
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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
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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
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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
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MODULE 5 • 5 LESSONS
THE NUTS AND BOLTS
• The Nuts and Bolts
• Preparing Documentation
• Setting the Time and Place
• Choosing the Time
• Other Factors
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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
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MODULE 7 • 3 LESSONS
GETTING OFF TO A GOOD START
• Getting Off to a Good Start
• Common Ground
• Ground Rules + Exercise 8
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MODULE 8 • 4 LESSONS
EXCHANGING INFORMATION
• Exchanging Information
• Getting Started
• Making Connections, Part One + Exercise 9
• Making Connections, Part Two + Exercise 10
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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
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MODULE 11 • 3 LESSONS
MOVING BEYOND “NO”
• Moving Beyond “No”
• Getting Past No
• Getting to Yes
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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
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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
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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
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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
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MODULE 16 • 3 LESSONS
WRAPPING IT UP
• Recommended Reading List
• Post-Course Assessment
• Digital Workbook Submission
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