Hours: 4
Short Description:
This course teaches students the basics of negotiations. Students will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Students will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics. This class is filled with interactive exercises that help ensure student success.
Course Outline:
| Lesson 1: Establishing your terms of agreement Process of identifying objectives Process of establishing requirements Lesson 2: Researching the other party Gathering information about the other party Estimating the other party's requirements Lesson 3: Preparing for an agreement Determining concessions Fundamentals of Logistics |
Lesson 4: Conducting a negotiation Understanding the negotiation process Communicating during a negotiation Challenging negotiation situations Lesson 5: Advanced negotiating tactics Control in negotiations Negotiation tactics Negotiation ethics |