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Business Negotiation

Business Negotiation

Duration (Days)

2

Overview
  • Negotiate agreements in a way that builds and maintains effective working relationships.

  • Determine their negotiation styles and learn ways to adapt those styles to match the preferences of the other party.

  • Direct the flow of the negotiation process.

Objectives
  • Negotiate agreements in a way that builds and maintains effective working relationships.

  • Determine their negotiation styles and learn ways to adapt those styles to match the preferences of the other party.

  • Direct the flow of the negotiation process.

Course Outline
  • Increasing prominence of negotiation

  • Art of negotiating

  • Attributes of a successful negotiator

  • Attributes of a successful negotiator

  • Purposes and advantages of planning

  • Guidelines for preparation

  • Conceptual approach to negotiation: interest-based negotiation

  • Power in the negotiation relationship

  • Sources of power and influence

  • Negotiation needs

  • Strategy vs. tactics

  • Multi-party negotiations

  • Complexity of issues

  • Negotiations using various technologies