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Negotiations Training

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$599.00

$399.00

$399.00

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Negotiations Training

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Training Center:
​Inwood Village Business Park| 2722 W. Bitters, Suite 106
San Antonio, Texas 78248
​
Course outline
Module 1 : Introduction to negotiation

•  Identify the qualities of successful and unsuccessful negotiators
•  Define negotiation and provide examples of when you have negotiated in and outside work
•  Identify a negotiation situation you will practice during class

Module 2: Personality types

•  Explain the benefits of knowing personality styles
•  Explain the behaviors as well as the strengths/weaknesses of each personality style
•  Identify your own personality style.
•  Identify how to work more effectively with each personality style while negotiating.

Module 3: Personality types

•  Explain how to choose a negotiation strategy based on relationship and results
•  Define positional bargaining.
•  Identify the differences between " Soft" and " Hard" negotiating.
•  Define principled negotiation.
•  Identify the four steps in the negotiation process

Module 4: Preparing for negotiation

•  Identify fears and " hot buttons " as well as strategies to overcome them.
•  Identify areas to research on your side and on  your opponent's side.
•  Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)
•  Skill practice: Prepare for your personal negotiation situation.

Module 5: Opening the negotiation

•  Explain how to create a positive first impression.
•  Explain the importance of "small talk" and finding common ground in negotiation.
•  Explain how setting ground rules can influence a negotiation
•  Identify important negotiation ground rules.

 
Module 6: Exchange information and bargain

•  Explain how to initially exchange information
•  Identify contingency plans for unfavorable situations.
•  Explain bargaining techniques
•  Explain strategies for inventing options for mutual gain.

Module 7: Handle opposition

•  Explain strategies to bring your opponent from NO to YES
•  Identify strategies to deal with negative emotions.

Module 8: Close the negotiation

•  Explain how to move from bargaining to closing.
•  Explain the closing process.
•  Practice your personal negotiation situation and get feedback from other participants

*Certificate of Completion