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Effective Negotiating Skills

Learn negotiation tactics to gain control of situations.

This one-day live instructor-led class teaches the art of negotiating. You will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions you should ask and appropriate responses, and situations that require a specific negotiation style. You will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics.

GK# 100930 Vendor# Eff Neg Skills
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Who Should Attend?

All individuals who engage in negotiations as part of their professional role.

What You'll Learn
  • Develop an effective plan and strategy for your negotiations
  • Recognize interests and issues and avoid unnecessary positions
  • Become more persuasive
  • Use techniques that draw information from the other party
  • Minimize conflicts and deadlocks
  • Ask and answer questions to control the negotiations
  • Deflect personal, hostile, or irrelevant objections by reestablishing common ground in the negotiations
  • Create a list of concessions that can be “given” during the negotiation to use as bargaining tools
  • Read body language, facial expressions, and other signals to uncover “hidden” messages
  • Neutralize manipulative tactics
  • Maximize closure opportunities

Course Outline

Unit 1: Establishing your terms of agreement

  • Topic A: Process of identifying objectives
  • Topic B: Process of establishing requirements

Unit 2: Researching the other party

  • Topic A: Gathering information about the other party
  • Topic B: Estimating the other party's requirements

Unit 3: Preparing for an agreement

  • Topic A: Determining concessions
  • Topic B: Fundamentals of Logistics

Unit 4: Conducting a negotiation

  • Topic A: Understanding the negotiation process
  • Topic B: Communicating during a negotiation
  • Topic C: Challenging negotiation situations

Unit 5: Advanced negotiating tactics

  • Topic A: Control in negotiations
  • Topic B: Negotiation tactics
  • Topic C: Negotiation ethics
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Related Certifications

Attendees who successfully complete this training course will receive 6 SHRM PDC's towards the SHRM-CP or SHRM-SCP Certification and/or 6 HRCI credits towards the aPHR®, PHR®, or SPHR® Certification, after course completion.