Negotiating: Closing the Deal

Synopsis
Negotiating: Closing the Deal explains how to get past emotional blocks into the final stages of offers and counteroffers to close a negotiation.

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

Time
4 hours

Product Code: NGOC03

After completing Negotiating: Closing the Deal the user should be able to:

Deal with anger in a negotiation

Deal with fear in a negotiation

Deal with personal issues in a negotiation

Manage offers and counteroffers

Close a negotiation

Dealing with Anger
How anger affects negotiation

The "Controlled Anger" technique

If your opponent gets angry

Calming your opponent down

Dealing with Fear
The effects of fear

Fear and negotiation

The top three negotiating fears

The fear tactic

How to remain unaffected by fear

When Things Get Personal
The risks of getting personal

Getting personal in negotiations

Neutralizing personality conflicts

A matter of principle

Overcoming matters of principle

When all else fails

Offering and Counteroffering
The negotiation tango

Making the first move

Three opening move strategies

Using counteroffers

Guidelines for offers and counteroffers

Offering highballs and lowballs

Dealing with highballs and lowballs

Reacting to offers or counteroffers

Identifying dealmakers and dealbreakers

The legalese of offers and counteroffers

Making the first large concession

Closing the Negotiations
When is closing time?

Interpreting body language

What to expect at a closing

Closing do's and don'ts

Devastating closing words

Effective closing techniques

The final word on closing

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

Get more out of your Software
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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