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Negotiating

Course ID #: NEGOT
This ILT Series course teaches students the basics of negotiations. Students will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement...
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    • Description

      This ILT Series course teaches students the basics of negotiations. Students 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 of a negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Students will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

      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 B: Challenging negotiation situations
      • Unit 5: Advanced negotiating tactics
        • Topic A: Control in negotiations
        • Topic B: Negotiation tactics
        • Topic B: Negotiation ethics

      ISBN: 0-619-07554-6

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      Please note that the material taught at some locations may differ slightly from the outline shown above. Please contact your local ExecuTrain office if you have any questions about specific course content.

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