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Negotiation Skills

Groups often meet to negotiate an arrangement and fail to come to a reasonable position – entrenched positions stop useful negotiation and poor use of interpersonal skills leads to “stand off” positions and win-los... Show More
Course Prerequisites:
Computer Literacy
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2 Days

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
  • CTU Training Solutions , Updated: July 11th, 2017

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