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Negotiation Basics - Self-Directed Courseware Ref: CNB

Duration:
One day

Description:
Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. This kind of negotiating is known as win-win or collaborative problem solving.
This book looks at all forms of negotiating, but emphasizes win-win negotiating principles and strategies. It includes new concepts, tools, and guidance, reflecting recent advances in collaboration and cooperation and new attitudes toward negotiation.

Table Of Contents:

Part 1: An Introduction to Negotiation
What Is Negotiation?
Negotiation: Some Practical Definitions
Identifying Opportunities for Negotiation
To Negotiate or Not: That Is the Question
Negotiation and Conflict
Understanding Types of Negotiation
Summary

Part 2: Negotiation: Attitudes and Approaches
Negotiation Styles
The Win-Win Approach to Negotiation
The Give/Get Principle of Negotiation
Managing Conflict During Negotiation
Conflict Resolution Styles
Characteristics of a Successful Negotiator
Case Study: A Buy-Sell Negotiation
Summary

Part 3: Negotiation: The Process
Preparing to Negotiate
Collecting Detailed Information
Negotiator's Guide to Preparation
The Seven Basic Steps in Negotiating
Step 1: Getting to Know the Negotiators
Step 2: Stating Goals and Objectives
Step 3: Starting the Process
Step 4: Revealing Disagreement and Conflict
Step 5: Narrowing the Gap Between Negotiators
Step 6: Finding Alternatives for Resolution
Step 7: Agreement in Principle, Settlement, and Acknowledgment
Reviewing the Seven Basic Steps in Negotiating
Summary

Part 4: Strategies and Tactics
Negotiating Through Give to Get
Five Basic Strategies in Action
Identifying Other Negotiation Strategies
Ten Critical Mistakes to Avoid
Summary

Part 5: Developing Your Skills
Case Study: Negotiating a Project Plan
Applying What You Have Learned

Appendix
Negotiation Preparation Checklist
Appendix to Part 2
Appendix to Part 3
Appendix to Part 4
Appendix to Part 5
Additional Reading
Additional Suggested Resources 

Price: (7 or fewer items) £9.95 (Excluding VAT at 17.5%)
Price: (8 to 19 items) £9.45 (Excluding VAT at 17.5%)
Price: (20 or more items) £8.96 (Excluding VAT at 17.5%)

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Negotiation Basics Instructor Edition Ref: CNBIE

Duration:
One day

Description:
This training program is designed to help you acquaint others with becoming better negotiators. In this course, participants will explore negotiation opportunities and approaches, practice the steps for effective negotiation, and become familiar with negotiation skills, strategies, and tactics.

Table Of Contents:

INTRODUCTION
Welcome and Introductions
Learning Objectives and Agenda

MODULE 1: AN INTRODUCTION TO NEGOTIATION
What Is Negotiation?
Negotiation and Conflict
Types of Negotiation
Trying It Out
Break

MODULE 2: ATTITUDES AND APPROACHES
Negotiation Styles
Win/Win Negotiating
The Give/Get Principle
Managing Conflict During Negotiation

MODULE 3: THE NEGOTIATION PROCESS
Preparing to Negotiate
Further Preparation
The Seven Basic Steps in Negotiating
Seven Steps Activity
Break

MODULE 4: STRATEGIES AND TACTICS
Strategies in Action
Five Basic Strategies
Other Negotiation Strategies
Negotiation Role-Play: Putting Your Knowledge to Work
Applying What You've Learned

CONCLUSION
Learning Objectives Review
Course Evaluation 

Price: £17.95 (Excluding VAT at 17.5%)

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