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Stages of Negotiation

T1. Prepare: This topic will teach the learner about preparation, an essential part of a successful negotiation, so that s/he is best able to commence working on a negotiation.

T2. Gathering Information: This topic will teach the learner about effective information gathering, the most basic part of the negotiation process, so that s/he understands the best way to go about gathering information in preparation of the negotiation.

T3. Know the Climate: This topic will instruct the student on the importance of climate, which reflects the orientation of the parties involved in a negotiation, so that s/he is better prepared for a negotiation.

T4. Strategizing and the Outcome: This topic will instruct the student on how to best create strategies for successful outcomes, including an explanation of the differences between goals and expectations.

T5. Tactics: This topic will explain the concept of tactics to the learner so that s/he has the knowledge s/he needs to succeed in a negotiation with a clear advantage.

T6. Leverage: This topic will provide the learner with an overview of leverage, an important situational advantage that the learner could take advantage of in a negotiation.

T7. Offers: This topic will introduce the learner to what kind of offers s/he may make or receive as part of the negotiation process and discusses the ├┤negotiation zone,├ which are defined by initial offers.

T8. Concessions and Resolutions: This topic will teach the learner about the concessions that s/he might encounter in the negotiation as well as the resolutions that s/he might encounter as the negotiation winds down.

T9. Close the Negotiation: This topic will provide the learner with the steps that lead to a structured process for properly closing a negotiation to ensure that all parties are satisfied.

T10. Evaluating the Negotiation: This topic will explain to the learner the best way to evaluate a negotiation so that s/he can determine if the negotiation was effective or not in accomplishing his/her goals.

T11. Closure and Evaluation: This topic will introduce the learner to the types of closure that s/he will experience when the negotiation ends and the best way to evaluate and assess the outcome of the negotiation.

T12. Case Studies: This topic will provide the learner with case studies that illustrate common problems that lead to ineffective negotiations so that s/he can learn from the mistakes and know how best to avoid them.

T13. Overcoming Obstacles: This topic will provide the learner with guidance on how to best overcome obstacles s/he might encounter in the negotiation as well as advanced negotiation strategies that s/he could use.

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