New Horizons Computer Learning Center
410-597-9722

Negotiating

Course Length: 1 Day

Overview:
In this course, students will develop skills to effectively negotiate within a business setting.

Course Objectives:
Upon successful completion of this course, students will be able to:

• Identify the objectives and variables that influence a negotiation and establish requirements for a negotiation
• Gather information about the other party and estimate the other party's requirements based on the information
• Formulate a plan for agreement and determine the logistics of where, when, who, and what
• Use a process to conduct a successful negotiation, use effective communication and questioning during a negotiation, and handle the different types of negotiation styles and situations
• Gain control in a negotiation, recognize negotiation tactics used to gain an advantage over the other party, and respond appropriately to the use of unethical tactics

Course Content

Lesson 1: Establishing Your Terms of Agreement

• Understanding negotiation objectives
• Understanding and establishing your requirements

Lesson 2: Researching the Other Party

• Information gathering
• Estimation of the other party's requirements

Lesson 3: Preparing for an Agreement

• Planning for an agreement
• The negotiation environment

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

6940 Tudsbury Road, Baltimore, MD 21244
P: 410-597-9722
www.nhbaltimore.com