Negotiating: Gaining Control

Synopsis
Negotiating: Gaining Control 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 course covers some good and bad negotiating habits and some methods of controlling the negotiating process.

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

Time
3 hours

Product Code: NGOC02

After completing Negotiating: Gaining Control the user should 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

Identifying Your Opponent's Type
Types of opponents

A word of caution about types

How your opponent makes decisions

Appealing to Your Opponent
Your "self" – all you consider to be yours

Discovering what turns opponents on

Why appeal to your opponent's self?

How to appeal to your opponent's self

Offending your opponent's self

Handling assaults on your self

Handling appeals to your self

Appealing to Emotions
Why play the emotional angle?

Three ways to make your opponent emotional

How to appeal to your opponent's emotions

Building Goodwill
Why it's necessary to build goodwill

How can you build goodwill?

When not to give goodwill – a cautionary note

Getting Power
What is negotiating power?

Using negotiating power

When to reveal or use your negotiating power

Keep recharging your negotiating power

Mental practice: the way to boost your negotiating power

What mental practice really means

Good and Bad Negotiating Habits
The effects of habits on negotiating

Good negotiating habits

Hard habits to break

Dealing with your opponent's bad habits

Controlling the Process
When and how to get in control

Funneling: a negotiating technique

How to regain negotiating control

This course has the following features:

Exercises that allow users to explore how a course topic applies to their own real-world situations

A file containing the text of the exercises

A glossary

A Skill Assessment

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Improve your Skills
Prepare for Certification
Save time every time and reduce frustration.

Our online training material lets you:
TEST your skills
LIST the areas where you need additional training
Take lessons that TEACH SKILLS to improve these areas
Tests your skills again

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Repeat the courses as often as you need, you have 12 months of unlimited access and can view your scores anytime so you can easily track your progress.

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