Negotiating Course

Total Items: 4 Total Time: 19.00 hour(s)  

Summary:

This training presents strategies for negotiating in business and daily situations.

It covers techniques for developing a negotiation plan, evaluating the opposition, and taking advantage of body language, props, timing, questions, and correspondence.

 It presents strategies for gaining control in negotiation situations, and effective methods of getting past obstacles and closing a negotiation.

Several everyday negotiation scenarios are explored, with tips for effective negotiation techniques to apply to these situations.    

Learning segment 1 : Negotiating Techniques    

Summary:

This Learning segment shows how to communicate and evaluate the competition in a negotiating situation.  

Objectives:

• Develop a plan for a negotiation
• Evaluate the opposition
• Use language, body language, and props effectively
• Take advantage of timing in negotiations
• Ask the right questions to further a negotiation
• Use written correspondence during a negotiation  

Topics:

• Developing a Plan
• Assessing the Opposition
• Opening the Negotiation
• Using Language
• Using Body Language and Props
• The Timing of NegotiationsAsking Questions
• Using the Written WordNegotiating Techniques    

Learning segment 2 : Gaining Control

Summary:

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

Objectives:

• 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  

Topics:

• Identifying Your Opponent's Type
• Appealing to Your Opponent
• Appealing to Emotions
• Building Goodwill
• Getting PowerGood and Bad Negotiating Habits
• Controlling the Process    

Learning segment 3 : Gaining Control  

Summary:

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

Objectives:

• 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  

Topics:

• Identifying Your Opponent's Type
• Appealing to Your Opponent
• Appealing to Emotions
• Building Goodwill
• Getting PowerGood and Bad Negotiating Habits
• Controlling the Process    

Learning segment 4 : Everyday Negotiations

Summary:

This Learning segment examines some common negotiating situations to apply general negotiating techniques.  

Objectives:

• Negotiate to buy or sell a home
• Negotiate to buy or sell real estate
• Negotiate a lease
• Negotiate to buy or sell a car
• Negotiate for a raise
• Negotiate for a loan
• Negotiate to return a purchase  

Topics:

• Buying or Selling a Home
• Buying or Selling Real Estate
• Agreeing on a Lease
• Buying or Selling a CarGetting a Raise
• Getting a Loan Getting a Loan
• Returning a Purchase

Features:

• Exercises allow learners to practice in the actual application being studied.
• A Course Topics list contains active hyperlinks, permitting quick access to specific topics.
• Find-A-Word allows learners to look up an unfamiliar term in the Glossary, on the Web, or in a dictionary.
• In addition, it lets them find other occurrences of the term in the same course.
• Search text enables learners to rapidly search all text within a course to easily retrieve information required.
• Courses challenge the learner with a variety of question formats, including multi-step simulations, true/false, multiple choice, and fill-in-the-blank.
• A skill assessment generates a customized learning path based on the results of a pre-test.
• A glossary provides a reference for definitions of unfamiliar terms.
• Bookmarking tracks the learner's progress in a course.  

Technical Requirements:

P500+ Processor, 128MB of RAM; Windows 2000, 2003, XP, Minimum screen resolution 800x600, Internet Explorer 5.5 or higher; Windows Media Player 9.0 or higher; Flash 8.0 or higher; 56K minimum connection; broadband (256 kpbs or higher) connection recommended; Cookies enabled; Sound card with speakers or headphones strongly recommended.