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Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, and develop a higher degree of satisfaction with outcomes at home and at work. Whether working on a project or fulfilling support duties, this workshop will provide a basic comfort level to negotiate in any situation. This interactive workshop includes techniques to promote effective communication and provides techniques for turning face-to-face confrontation into side-by-side problem-solving.

In this one-day course, participants will learn about the essential elements of negotiation, including preparation, delivery, and techniques to develop their communication skills, with the goal of creating sustainable agreements with others.

This includes a learner/instructor guide, student workbook, activities, pre-assignment, assessments, quick reference guide, and more. You can purchase this courseware as part of a larger bundle or opt to use it as a standalone course. All training courses can be customized to meet your needs, reflect your brand, and help you to bring effective teaching utility to any classroom.

Course outline-

How to Use This Guide

Session One: Course Overview

Session Two: What is Negotiation?

Defining Negotiation

Types of Negotiation

Positional Bargaining

Principled Negotiating

Phases of Negotiation

Session Three: The Successful Negotiator

Key Attributes

Pre-Assignment Review

Session Four: Preparing for Negotiation

Getting Started

Managing Your Fear

Personal Preparation

Researching Your Side

Case Study

Researching the Other Side

Session Five: The Nuts and Bolts

Preparing Documentation

Setting the Time and Place

Case Study

Session Six: Making the Right Impression

First Impressions

The Handshake

Dress for Success

The Skill of Making Small Talk

Session Seven: Getting Off to a Good Start

Common Ground

Ground Rules

Session Eight: Exchanging Information

Session Nine: The Bargaining Stage

Six Techniques for Success

Case Study

Session Ten: Reaching Mutual Gain

Getting Rid of Obstacles

Overcoming the Obstacles

Session Eleven: Moving Beyond “No”

Getting Past No

Breaking the Impasse

Getting to Yes

Session Twelve: Dealing with Negative Emotions

Session Thirteen: Moving from Bargaining to Closing

Knowing When to Close

Formal vs. Informal Agreements

Session Fourteen: Solution Types

Possible Outcomes

Building a Sustainable Agreement

Getting Consensus

Recommended Reading List

Post-Course Assessment

Pre- and Post-Assessment Answer Keys

Personal Action Plan

Learner/Instructor Guide

Our Learner/Instructor Guides are the core of each training course. They lay out the training in simple, easy-to-follow instructions. You can also customize the Learner/Instructor Guides in order to personalize your training.

Student Manual

Each Instructor Guide – for each course – is paired with a Student Manual that you can present to your participants. This customizable Student Manual gives each participant the student version of the course you will be learning/teaching.

Exercise Workbook

Whether or not you choose to introduce exercises into your learning/training is up to you as the learner/facilitator. In case you want to do this we offer you an Exercise Workbook (also customizable) that is specific to the course you are offering.

Sample Files

Each course title comes with a Lab Workbook loaded with activities and exercises to practice and reinforce the learners’ understanding of the course objectives. Pre-made Sample Exercise Files are provided for use with the Lab Workbook so that you, as the learner/trainer, do not have to prepare activity working files.

Powerpoint Deck

The course is designed to give you everything you need for use in the classroom or workshop. This includes the PowerPoint versions of all the courses, prepared for you in advanced.

 

Quick Reference Guide

Quick Reference Guides are a favourite tool for learners/trainers to provide to their learners. Each Quest Reference Guide summarizes the most important elements in each course title down to two pages.