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Negotiating: Gaining Control
Product Code: NGOC02 Time: 3 Hour(s) CEUs: .30

Summary:

This 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 course covers some good and bad negotiating habits and some methods of controlling the negotiating process.

Objectives:

After completing this 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 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 (800x600 is recommended). Windows 95, 98, NT, 2000, or XP Internet Explorer 5.0 or higher required. Authorware and Macromedia Flash player recommended but not required. Netscape and AOL browsers not supported.

Copyright Information:


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