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Effective Negotiating Skills

Effective NegotiatingThis module teaches participants how to build mutually beneficial and satisfying business relationships in an environment where the parties basic needs and desires are in conflict. This module presents a set of creative, "win-win" collaborative negotiating skills and techniques designed to produce workable, enduring agreements. Effective for both managerial and sales negotiators.

Appropriate for sales people, employees and managers who must negotiate with clients, co-workers or managers in order to get the job done most effectively.

This module can be presented in one to two days, depending on participants' skill level and teaching objectives. The module includes:

  • Break out groups to solve team problems
  • Discussion on techniques for team development
  • Exercises and presentations
  • Practice sessions and role plays
The participant's workbooks contain reference text and exercises, are bound and three hole punched. The module is divided into three sections, one for each phase of training: the Pre-Workshop Assignment, the Workshop Material, and the Post-Workshop Action Items. Participant's workbooks can be used for classroom instruction or on a self-paced basis.

The leader's guide contains the same material as the participant's workbook, with the addition of a section of introductory notes, answers to exercises and explanatory margin notes. The leader's notes contain tips and techniques on setting up and administering the session, checklists, and other teaching aids. Other beneficial components include:
  • A listing of suggested videos which complement the material.
  • Notes which highlight key points, provide tips for training, and detail competencies to be gained.
  • Margin Notes on the workshop materials which guide the leader through the material and indicate when to ask questions, encourage discussion, use flip charts, break into groups, and refer to specific material.


By the end of this module, the participants will be able to:

  1. Define strategy and tactics as they apply to negotiation.
  2. Explain the difference between strategy and tactics.
  3. Explain the basic purpose of a negotiating strategy.
  4. Describe the elements of a negotiating agenda.
  5. List typical win-win negotiating ground rules.
  6. Describe an appropriate site for a negotiation.
  7. List and describe appropriate tactics for use in their negotiating situation.
  8. List and describe tactical countermeasures that they need to employ in their negotiating situations.
  9. Develop an appropriate strategy for one of their own situations.

Merit Training Corporation
Phone: 757-546-7703
e-mail: info@merittrainingcorp.com


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