Course Content
Domain 1: Explain the Need for Negotiation Skills in Business
Indicate reasons why managers need negotiation skills
Identify the kind of decisions to be negotiated
Domain 2: Explain the Steps in the Negotiation Process
Name and explain the steps used in negotiation
List the reasons why negotiations fail
Identify the abilities needed by skilled negotiators
Domain 3: Apply the Steps in the Negotiation Process to an Authentic Work Situation
Explain the concepts of “favoured outcome’, “settlement point” and “point beyond which you cannot go”
Identify the disadvantages to each party for each position prior to meeting
Anticipate possible points that the other party might raise
Present a summary of your proposal
Ask questions
Identify shared interests, opportunities for cooperation and common principles
Amend a position without sacrificing fundamental interests
Ask questions for clarification and explanation
Ask questions to test understanding and to summarise understanding
Analyse demands of the other party and propose a concession
Close the negotiation
Domain 4: Explain Strategies that could be used in Negotiation
Describe tactics that can be used to delay a negotiation
Explain methods that can be used to break a deadlock
Identify different types of closure and when the use of each is suitable
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