Negotiation & Sales
Course Number: WCCF-NS 5004
Duration: One day
You will perform the basic steps in a business negotiation. This course is for business professionals who may or may not be in a supervisory position and want to learn negotiating skills. There are no prerequisite skills for this course, however, you might be interested in the following related courses: Communication Skills, Business Presentations, and Business Writing: From Email to Proposals. 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 Core Competencies:
Preparing to Negotiate
Topic A: Establish a Successful Mindset
Topic B: Research the Other Party
Topic C: Determine the Value of the Item Being Negotiated
Topic D: Determine Where You'd Like Negotiations to Take Place
Topic E: Establish Your Best- and Worst-Acceptable Outcomes
Topic F: Research Your Best Alternative to a Negotiated Agreement (BATNA)
Initiating Negotiation: Establishing the Ground Rules
Topic A: Establish Rapport
Topic B: Establish Your Status
Topic C: Choose the Communication Method for Negotiation
Topic D: Establish the Rules of Engagement
Topic E: Set a Timeline
Topic F: Establish How Negotiation Results Will Be Communicated and Implemented
Topic A: Encourage the Other Party to Issue the First Proposal
Topic B: Make the First Proposal
Topic C: Counter the Offer or Proposal
Topic D: Accept an Offer or Abort Negotiations
Topic E: Work through an Impasse
Topic A: Evaluate the Success of the Negotiation
Topic B: Follow Up on the Relationship
Negotiating in Special Circumstances
Topic A: Cross-Cultural Negotiation
Topic B: Cross-Generational Negotiation
Topic C: Negotiation with Supervisors and Subordinates
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