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Course Outline
Lesson 1: Establishing your terms of agreement
- Understanding negotiation objectives
- Identifying objectives
- Determining variables
- Understanding and establishing your requirements
- Establishing requirements
- Working with a negotiation team
Lesson 2: Researching the other party
- Information gathering
- Gathering information about the company
- Gathering information about participants
- Estimation of the other party’s requirements
- Estimating requirements
Lesson 3: Preparing for an agreement
- Planning for an agreement
- Establishing bartering boundaries
- Formulating a plan
- The negotiation environment
- Choosing a location
- Determining the who and what logistics
Lesson 4: Conducting a negotiation
- Understanding the negotiation process
- Identifying the steps in the negotiation process
- Using guidelines in a negotiation
- Communicating during a negotiation
- Communicating effectively during a negotiation
- Identifying and overcoming communication barriers
- Using questions in a negotiation
- Challenging negotiation situations
- Identifying negotiation styles
- Handling challenging negotiation situations
Lesson 5: Advanced negotiating tactics
- Control in negotiations
- Gaining control in a negotiation
- Identifying the types of questions
- Negotiation tactics
- Responding to various tactics
- Negotiation ethics
- Understanding legal considerations
- Handling unethical tactics
- Responding to an unethical act
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Learning Outcomes
- Understanding and identify negotiation objectives
- Establish your terms of agreement
- Gather information regarding the company and participants
- Estimate the requirements
- Plan for an agreement ensuring that you have established boundaries, formulated a plan, created a negotiation environment.
- Conduct the negotiation to achieve an outcome
- Control the negotiations
- Negotiation tactics and ethics
- Understanding legal considerations
- Responding to an unethical act
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Forsythes Training recommends that you access our Student Information Handbook.
The Student Information Handbook provides you with information about Forsythes Training and covers the following areas:
- Student registration process including our refund policy and course cost information
- Student Induction
- Student records and information
- The assessment process and policies
- Rights, responsibilities and standards
- Student Feedback
- Recognised Prior Learning (RPL), Recognised Current Competency (RCC), Direct Credit Transfer (DCT)
- Appeals Process
- WHS Policies and Procedures
- Forsythes Training Guarantee
