Negotiating

This series presents strategies for negotiating in business and daily situations. It covers techniques for developing a negotiation plan, evaluating the opposition, and taking advantage of body language, props, timing, questions, and correspondence. It presents strategies for gaining control in negotiation situations, and effective methods of getting past obstacles and closing a negotiation. Several everyday negotiation scenarios are explored, with tips for effective negotiation techniques to apply to these situations.

Syllabus

NEGOTIATING TECHNIQUES

Shows how to communicate and evaluate the competition in a negotiating situation.

• Developing a Plan
• Assessing the Opposition
• Opening the Negotiation
• Using Language
• Using Body Language and Props
• The Timing of Negotiations
• Asking Questions
• Using the Written Word
• Negotiating Techniques

GAINING CONTROL

Outlines the different types of opponents commonly faced in negotiations. It also explains how to appeal to the emotions of these opponents, how to use goodwill to succeed, and how to gain and use negotiating power. Finally, this course covers some good and bad negotiating habits and some methods of controlling the negotiating process.

• Identifying Your Opponent's Type
• Appealing to Your Opponent
• Appealing to Emotions
• Building Goodwill
• Getting Power
• Good and Bad Negotiating Habits
• Controlling the Process

CLOSING THE DEAL

Explains how to get past emotional blocks into the final stages of offers and counteroffers to close a negotiation.

• Dealing with Anger
• Dealing with Fear
• When Things Get Personal
• Offering and Counteroffering
• Closing the Negotiations

EVERYDAY NEGOTIATIONS

Examines some common negotiating situations to apply general negotiating techniques.

• Buying or Selling a Home
• Buying or Selling Real Estate
• Agreeing on a Lease
• Buying or Selling a Car
• Getting a Raise
• Getting a Loan Getting a Loan
• Returning a Purchase

Qualifications

Qualification: Printable Transcript

On completion of this course you may print a transcript off as evidence of your progression throughout the course.

Requirements for Entry

There is no experience or previous qualifications required for enrolment on this course. It is available to all students, of all academic backgrounds.

Study Options

If you do not have Internet access, or would prefer to study this course via the traditional paper/postal based study method, you can find more information on the course by clicking on the link below.

Study Hours

This is only an approximate figure and is dependant upon how much time you can dedicate to your studies and how well you grasp the learning concepts in the course material. Furthermore, at the end of each lesson there is a question paper that needs to be completed and returned to your tutor. You should allow at least 1 - 2 hours of study to complete each question paper.

The approximate amount of time required to complete the course is: 40 hrs.