Business Management
Business Negotiation
Duration (Days)
2
Overview
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Negotiate agreements in a way that builds and maintains effective working relationships.
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Determine their negotiation styles and learn ways to adapt those styles to match the preferences of the other party.
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Direct the flow of the negotiation process.
Objectives
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Negotiate agreements in a way that builds and maintains effective working relationships.
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Determine their negotiation styles and learn ways to adapt those styles to match the preferences of the other party.
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Direct the flow of the negotiation process.
Course Outline
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Increasing prominence of negotiation
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Art of negotiating
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Attributes of a successful negotiator
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Attributes of a successful negotiator
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Purposes and advantages of planning
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Guidelines for preparation
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Conceptual approach to negotiation: interest-based negotiation
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Power in the negotiation relationship
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Sources of power and influence
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Negotiation needs
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Strategy vs. tactics
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Multi-party negotiations
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Complexity of issues
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Negotiations using various technologies