Negotiating

Topic-Level Outline

Days: 1

Prerequisites: None

Unit 1 : Establishing your terms of agreement

Topic A: 0 Understanding negotiation objectives

A-1: Identifying objectives

A-2: Determining variables

Topic B: 0 Understanding and establishing your requirements

B-1: Establishing requirements

B-2: Working with a negotiation team

Unit 2 : Researching the other party

Topic A: 0 Information gathering

A-1: Gathering information about the company

A-2: Gathering information about participants

Topic B: 0 Estimation of the other party’s requirements

B-1: Estimating requirements

Unit 3 : Preparing for an agreement

Topic A: 0 Planning for an agreement

A-1: Establishing bartering boundaries

A-2: Formulating a plan

Topic B: 0 The negotiation environment

B-1: Choosing a location

B-2: Determining the who and what logistics

Unit 4 : Conducting a negotiation

Topic A: 0 Understanding the negotiation process

A-1: Identifying the steps in the negotiation process

A-2: Using guidelines in a negotiation

Topic B: 0 Communicating during a negotiation

B-1: Communicating effectively during a negotiation

B-2: Identifying and overcoming communication barriers

B-3: Using questions in a negotiation

Topic C: 0 Challenging negotiation situations

C-1: Identifying negotiation styles

C-2: Handling challenging negotiation situations

Unit 5 : Advanced negotiating tactics

Topic A: 0 Control in negotiations

A-1: Gaining control in a negotiation

A-2: Identifying the types of questions

Topic B: 0 Negotiation tactics

B-1: Responding to various tactics

Topic C: 0 Negotiation ethics

C-1: Understanding legal considerations

C-2: Handling unethical tactics

C-3: Responding to an unethical act