Effective Negotiating Skills

Unit 1: Establishing your terms of agreement

• Topic A: Process of identifying objectives
• Topic B: Process of establishing requirements

Unit 2: Researching the other party

• Topic A: Gathering information about the other party
• Topic B: Estimating the other party's requirements

Unit 3: Preparing for an agreement

• Topic A: Determining concessions
• Topic B: Fundamentals of Logistics

Unit 4: Conducting a negotiation

• Topic A: Understanding the negotiation process
• Topic B: Communicating during a negotiation
• Topic C: Challenging negotiation situations

Unit 5: Advanced negotiating tactics

• Topic A: Control in negotiations
• Topic B: Negotiation tactics
• Topic C: Negotiation ethics

• Develop an effective plan and strategy for your negotiations
• Recognize interests and issues and avoid unnecessary positions
• Become more persuasive
• Use techniques that draw information from the other party
• Minimize conflicts and deadlocks
• Ask and answer questions to control the negotiations
• Deflect personal, hostile, or irrelevant objections by reestablishing common ground in the negotiations
• Create a list of concessions that can be ìgivenî during the negotiation to use as bargaining tools
• Read body language, facial expressions, and other signals to uncover ìhiddenî messages
• Neutralize manipulative tactics
• Maximize closure opportunities

All individuals who engage in negotiations as part of their professional role.