Why This Course is Needed
Negotiation skills are critical for success, yet most people lack effective strategies and leave value on the table. Without proper training, people rely on instinct and emotion leading to suboptimal deals. This course provides a comprehensive approach to developing negotiation competence through specialized skills. Mastering principled negotiation techniques provides compelling benefits:
- Achieve higher salaries, pricing, and more successful business deals
- Increased profits through improved contracts and supplier relationships
- Resolve workplace conflicts and build strong relationships
- Unlock hidden interests and create mutually beneficial agreements
- Remain calm under pressure and know when to walk away
- Develop confidence and earn reputation as an expert negotiator
With the high-impact abilities gained from this course, you can consistently secure optimal outcomes and advance your career. The specialized negotiation skills are essential for professionals across many roles and industries.
Course Overview
This course provides a comprehensive introduction to the art and science of negotiation. Through interactive lessons, you will learn frameworks and techniques to plan and execute negotiations that consistently lead to optimal outcomes. The curriculum covers the fundamental principles of negotiation, including transactional and principled negotiation approaches. You will gain insight into negotiation psychology and the dynamics of interpersonal communication. With a focus on practical application, the course equips you with actionable strategies to utilize during each stage of the negotiation process. You will learn tactical methods for discovering hidden interests, making incremental concessions, responding to conflict, and closing deals. The extensive hands-on exercises provide opportunities to practice essential skills like active listening, strategic questioning, and overcoming objections. You will build expertise adapting your negotiation style to different personalities and scenarios. By the end of the training, you will have developed specialized capabilities to negotiate win-win agreements that satisfy your key interests while building strong relationships. The new techniques allow you to negotiate effectively in both professional and personal contexts.
Who Should Take This Course
Professionals at all levels seeking to improve negotiation, conflict resolution, and collaboration skills. Useful for roles in sales, procurement, management, and more.
What You’ll Learn
- Negotiation principles and psychology
- Adapting to different personalities and behaviors
- Planning and preparing for successful negotiations
- Employing bargaining techniques and strategies
- Addressing objections and opposition
- Reaching mutually beneficial agreements
- Closing deals and securing commitments
- Evaluating negotiation performance
Course Content
Introduction to Negotiation
- Defining negotiation and identifying examples
- Qualities of successful negotiators
- Personality styles and adapting approaches
Preparing to Negotiate
- Identifying situations, outcomes, targets, and bottom lines
- Researching the other party
- Anticipating objections and alternatives
Negotiation Process and Tactics
- Principled negotiation steps
- Questioning techniques and building rapport
- Responding to emotions and conflict
Bargaining and Problem Solving
- Exchanging information strategically
- Inventing options for mutual gain
- Using contingencies and incremental concessions
Reaching Agreement
- Identifying signals for closing deals
- Making concessions to finalize terms
- Confirming understanding and summarizing
Evaluating Outcomes
- Assessing results relative to targets
- Identifying lessons for future negotiations
- Receiving peer feedback and coaching
- Creating a negotiation development plan
Benefits for the Individual
- Increased confidence during negotiations
- Remaining calm under pressure
- Knowing when to walk away from bad deals
- Uncovering hidden interests of the other party
- Building strong relationships and credibility
- Earning reputation as an expert negotiator
Benefits for the Organization
- Successful business deals and contracts
- Improved supplier relationships
- Effective conflict resolution
- Competitive advantage from talent with in-demand skills