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Negotiating for Results
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Course description
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 two-day workshop, 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 soft skills workshop includes an 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
What you get
Instructor Guide
Velsoft Instructor Guides are the core of each training course. Our Instructor Guides lay out the training in simple, easy-to-follow instructions. You can also customize the 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 teaching.
Powerpoint Deck
Courseware from Velsoft is designed to give you everything you need for use in the classroom or workshop. This includes PowerPoint slides for classroom use, prepared for you in advance.
Quick Reference Guide
Quick Reference Guides are a favorite tool for trainers to provide to their learners. Each Quick Reference Guide summarizes in two pages the most important elements in each courseware title.
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Unlimited users
Train as many people at your location as you like - forever. There is no per-user pricing or limit on the number of people that can be trained.
No annual renewal fees
This course comes with a perpetual license which means once you purchase it you never have to pay anything ever again.
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