Successful Negotiation (Third Edition), Student Edition

R 227.93

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Successful Negotiation (Third Edition)

Course Specifications

Course Number: CCT–080_rev4.0

Course Length: 1 day

Course Description

Course Objective: The objectives of this book are:

  • To define negotiation opportunities and attitudes
  • To present the progression needed for negotiations to work smoothly
  • To provide negotiation strategies and tactics
  • To practice negotiating using a case study

Course Content

Part 1: What Is Negotiation?

Your Ideas on Negotiation
Negotiation—Some Practical Definitions
Identifying Opportunities for Negotiation
The Importance of Attitude Toward Disagreement and Conflict
The Importance of Attitude in Negotiating
The Give/Get Principle of Negotiating
Characteristics of a Successful Negotiator

Part 2: The Negotiating Process 15

The Six Basic Steps in Negotiating
The Six Basic Steps in Negotiating—A Review

Part 3: Planning and Preparing for Negotiation

Create a Plan for Negotiation
The Advantages of Planning
High Expectations Are Healthy
Apply the Principle
Negotiating Strategies and Tactics
Eight Critical Mistakes
Acceptance Time and Post-Negotiation Review
Measure Your Progress

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