Successful Negotiation (Third Edition), Student Edition
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