Description
How much value is your organization leaving on the table? What opportunities are being missed by people who engage daily in negotiations with their clients, suppliers, peers, bosses and teams? Every year poor and inconsistent negotiating skills and process can cost major organizations millions of dollars from the bottom line, and significant time and opportunity cost.
Ask yourself these simple questions:
- Do you have a consistent structure, language and approach to managing, and reporting on negotiations?
- Are your negotiating skills level good enough to deliver on major investments or sales?
- How much value has been lost through concessions given to external parties unwittingly or under pressure, delays in agreement, under-performing business relationships and internal conflict?
This course provides training in managing business negotiations; how to manage the stages of a negotiation, and gain the outcomes you seek without confrontation.
COURSE DETAILS
- Suitable For: First-line Managers and Marketing Professionals
- CPD Credits: 20 Hours
- Access: 3 months
- Certification: Download your CPD Certificate on completion
- Additional Resources: Download Learners manual, additional articles and worksheets
COURSE CONTENT
This courses comprises the following lessons:
Unit 1: Getting Started
Lesson 1 – Getting Started
SECTION 1: UNDERSTANDING NEGOTIATING
Lesson 2 – Understanding Negotiations
Video – Distributive versus Integrative Negotiating
Lesson 3 – The Negotiation Process
Negotiation Skills – Quiz 1
Lesson 4 – Skills for Negotiating
Video – How not to Negotiate
SECTION 2: PREPARING FOR NEGOTIATIONS
Lesson 5 – Preparing for Negotiations
Video – The Preparation Stage
Video – Blueprint for Negotiating Success
Lesson 6 – Preparing your Objectives
Video – The Consequences of no agreement
Negotiation Skills 7 – Laying the Groundwork
Business Negotiation Skills – Quiz 2
SECTION 3: THE NEGOTIATING PROCESS
Lesson 8 – Opening Positions
Video – The Opening Stage
Lesson 9 – The Bargaining Phase
Video – The Bargaining Stage
Business Negotiation Skills – Quiz 3
Lesson 10 – Dealing with Challenges
Lesson 11 – Closing
Video – Closing the Negotiations
SECTION 4: BEYOND NEGOTIATIONS
Lesson12 – Dealing with Difficult People
Video – Dealing with Bad Behaviour
Lesson 13 – Beyond Negotiations
Negotiation Skills – Quiz 4
Lesson 14 – Wrapping-up
Negotiation Skills – Course Evaluation
CERTIFICATION: DOWNLOAD YOUR CPD CERTIFICATE ON COMPLETION
