Successful Negotiating (self-study program)

Author

• Mayberry

Key Features

Format: Print
Testing/Credit: One multiple-choice test valued at one Continuing Education Unit (CEU) and one Examination Case valued at one CEU
Price: $139.00
Stock #: b09514 XWSS6 Instructional Method: Non-Interactive Self Study

Course Objective: Develop skills to influence the outcome of negotiations using pre-negotiation planning and conversational techniques. Understand the four components of any negotiation.

Gain the skills to:

• Plan a realistic course of action based on sound preparation and an objective appraisal of resources
• Keep the negotiation process open to reasonableness and flexibility at all times
• Draw on your own skills, experience, and self-discipline to keep the process moving in the direction you want

Unfortunately, very few of us are born negotiators. However, Successful Negotiating can teach you the art of win/win negotiation. You'll get a firm grasp of the negotiating tricks and techniques the pros use. Learn everything from prenegotiation planning to the use of seemingly unimportant details like seating arrangements and meeting site selection to influence the results of negotiations.

Learn how to:

• Sway an opponent with timing and association techniques
• Identify an opponent's real but often hidden needs
• Use questions to control the thrust of a discussion
• Employ proven strategies like the"missing man","straw issues," and "wakout" ploys
• Communicate a position clearly and precisely