Course curriculum

  • 1

    Negotiation

    • Introduction

    • The Fundamental Elements Involved in a Negotiation

    • The Skills required to be an Effective Negotiator

    • The Win-Win Style of Negotiation
  • 2

    Clarification through Preparation

    • Clarification through Preparation

    • Market Position

    • Products and Services

    • Collaboration and Synergy

    • Customers and Feedback

    • Internet Presence

    • Social Media

    • Company Reports

    • People Involved

    • Why Prepare?

    • Psychological Preparation

    • Exercise: Are You Taking Care of Your Physical Needs?

    • Emotional Awareness and Letting Go

    • Visualise Success and Positive Habits
  • 3

    Comparison

    • Introduction

    • What Do You Want?

    • Objective Setting

    • SMASH Objectives

    • Considerations for Objectives

    • The Other Party’s Objectives

    • Concession Strategy

    • Concession Tactics

    • Balance of Power

    • BATNA
  • 4

    Communication

    • Introduction

    • Increase Understanding

    • Methods of Communication

    • Establishing the Climate

    • Exploration Phase

    • Proposing and Bidding
  • 5

    Completion

    • Completion

    • Summary

    • Take a Recap Test