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Negotiating: Getting Past No to Yes! Expert Encore

Overview/Description
Target Audience
Prerequisites
Expected Duration
Lesson Objectives
Course Number

Overview/Description
Let me make you an offer that you can’t refuse! The negotiation process is an opportunity to define, communicate, and achieve what you want. A skilled negotiator understands the different variables that allow them to build a partnership with the other party so they can both be satisfied with the outcome of a negotiation. It’s called a win-win result and is key to building relationships for future interactions. Negotiating when there is a lot at stake can be intimidating for the most experienced people. This two-session course will share the tools and techniques necessary to provide a framework and offer the skills necessary to achieve that win-win result you're looking for. An offerthey can't refuse? Hopefully!

Target Audience
Anyone who wants to further their career by being an astute negotiator.

Prerequisites
There are no prerequisites for this course.

Accreditation
This course qualifies for 6 PDUs, or 6 Contact Hours for candidates pursuing certification.

Expected Duration (hours)
6.0

Lesson Objectives

Negotiating: Getting Past No to Yes! Expert Encore

Identifying the objectives, which are your desired outcome of the negotiation and are affected by variables and the strengths and weaknesses of both parties.

Establishing your requirements using a six-step process to prepare for a negotiation and include team input as part of the preparation.

Gathering information about the other party and its negotiating team using various sources.

Estimating the other party's requirements using a five-step process and involving team members in research.

Determining concessions and bartering boundaries, which are two of the six steps to take when formulating a plan for agreement.

Establishing the logistics of where, when, who, and what affect the success of a negotiation.

Learning the process to conduct a successful negotiation.

Communicating effectively during a negotiation and understanding the barriers to effective communication, which are essential in a negotiation.

Recognizing, using and countering the five different negotiating style types.

Managing difficult negotiation situations to ensure a win-win for both parties.

Learning how to gain control in a negotiation through dialog, appropriate questioning, and knowing your limits, objectives, and alternatives.

Recognizing and addressing different negotiation tactics helps create a successful negotiation.

Responding appropriately to the other party's use of unethical tactics to maintain control of the negotiation.

Course Number:
LLPD0007