Effective Business Negotiating Skills

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

Student Information Handbook

Student Handbook

Forsythes Training recommends that you access our Student Information Handbook. If there is anything in the handbook where you require further clarification, please do not hesitate to call Forsythes Training on 02 4708 9593 and one of our friendly team members will be more than happy to assist you.

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The Student Information Handbook provides you with information about Forsythes Training and covers the following areas:

Welcome
Company profile
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)
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WHS Policies and Procedures
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Effective Business Negotiating Skills

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Course Outline

Lesson 1: Establishing your terms of agreement

Lesson 2: Researching the other party

Lesson 3: Preparing for an agreement

Lesson 4: Conducting a negotiation

Lesson 5: Advanced negotiating tactics

Now its the time ... Take the leap and get qualified

Learning Outcomes

Student Information Handbook

Student Handbook

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Course Details

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Further Information

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