Negotiating: Gaining Control

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Summary:

This training course outlines the different types of opponents commonly faced in negotiations. It also explains how to appeal to the emotions of these opponents, how to use goodwill to succeed, and how to gain and use negotiating power. Finally, this training course covers some good and bad negotiating habits and some methods of controlling the negotiating process.

Objectives:

After completing this training course , students will be able to:

Identify common types of negotiating opponents
Appeal to opponents' selves and emotions
Build goodwill with an opponent
Gain power in a negotiation
Distinguish between good and bad negotiating habits
Control the negotiation process

Outline:

Identifying Your Opponent's Type
Appealing to Your Opponent
Appealing to Emotions
Building Goodwill
Getting Power
Good and Bad Negotiating Habits
Controlling the Process

Features:

Exercises that allow users to practice the application
A file containing the text of the exercises
A glossary
A Skill Assessment

Applicability:

This training course is for anyone who wants to get the most out of using smart negotiating skills in business or daily situations.

Prerequisites:

Negotiating: Negotiating Techniques

Technical Requirements:

200MHz Pentium with 32MB Ram. 640 x 480 256-color video (800 x 600 is recommended). Windows 95, 98, NT, 2000, or XP. Minimum Connection Speed: 28.8k. Internet Explorer 5.0 or higher required. Authorware and Macromedia Flash player recommended but not required. JavaScript must be enabled. Netscape and AOL browsers not supported.

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Terms of Use:

None