Effective Negotiating Skills
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
FORMAT AND LENGTH
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
- Discussion on techniques for team
- 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
- 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.
OBJECTIVES OF THE MODULE
By the end of this module, the participants
will be able to:
- Define strategy and tactics
as they apply to negotiation.
- Explain the difference
between strategy and tactics.
- Explain the basic purpose
of a negotiating strategy.
- Describe the elements of a negotiating
- List typical win-win negotiating
Describe an appropriate
site for a negotiation.
- List and describe appropriate
tactics for use in their negotiating situation.
- List and describe tactical
countermeasures that they need to employ in their negotiating
- Develop an appropriate strategy
for one of their own situations.
Merit Training Corporation