Course objectives

After completing this course, students will be able to:

• Upon successful completion of this course, students will be able to: 
• Prepare to negotiate in a business environment. 
• Initiate negotiations and follow through on their results. 
• Negotiate with your partner. 
• Follow through on a completed business negotiation. 
• Negotiate in unique business circumstances.

Course outlines

Lesson 1: Preparing to Negotiate

• Establish a Successful Mindset
• Research the Other Party
• Determine the Value of the Item Being Negotiated
• Determine Where You'd Like Negotiations to Take Place
• Establish Your Best- and Worst-Acceptable Outcomes
• Research Your Best Alternative to a Negotiated Agreement (BATNA)

Lesson 2: Initiating Negotiation: Establishing the Ground Rules

• Establish Rapport
• Establish Your Status
• Choose the Communication Method for Negotiation
• Establish the Rules of Engagement
• Set a Timeline
• Establish How Negotiation Results Will Be Communicated and Implemented

Lesson 3: Negotiating

• Encourage the Other Party to Issue the First Proposal
• Make the First Proposal
• Counter the Offer or Proposal
• Accept an Offer or Abort Negotiations
• Work Through an Impasse

Lesson 4: Following Through

• Evaluate the Success of the Negotiation
• Follow Up on the Relationship

Lesson 5: Negotiating in Special Circumstances

• Cross-Cultural Negotiation
• Cross-Generational Negotiation
• Negotiation with Supervisors and Subordinates