Length: 1 day

Description: This ILT Series 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. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

Table Of Contents:
Unit 1: Establishing your terms of agreement
Topic A: Process of identifying objectives
Topic B: Process of establishing requirements

Unit 2: Researching the other party
Topic A: Gathering information about the other party
Topic B: Estimating the other party’s requirements

Unit 3: Preparing for an agreement
Topic A: Determining concessions
Topic B: Fundamentals of Logistics

Unit 4: Conducting a negotiation
Topic A: Understanding the negotiation process
Topic B: Communicating during a negotiation
Topic B: Challenging negotiation situations

Unit 5: Advanced negotiating tactics
Topic A: Control in negotiations
Topic B: Negotiation tactics
Topic B: Negotiation ethics