Go BackNegotiating: Gaining Control

Synopsis
Negotiating: 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.

Audience
This course is for anyone who wants to get the most out of using smart negotiating skills in business or daily situations.

Time
4 hours

Product Code: NGOC02
After completing Negotiating: Gaining Control, the user should be able to:

Identify common types of negotiating opponents
Appeal to opponents' selves and emotions
Build goodwill with an opponent
Gain power in a negotiation
Distinguish between good and bad negotiating habits
Control the negotiation process

Identifying Your Opponent's Type
Types of opponents
A word of caution about types
How your opponent makes decisions

Appealing to Your Opponent
Your "self" – all you consider to be yours
Discovering what turns opponents on
Why appeal to your opponent's self?
How to appeal to your opponent's self
Offending your opponent's self
Handling assaults on your self
Handling appeals to your self

Appealing to Emotions
Why play the emotional angle?
Three ways to make your opponent emotional
How to appeal to your opponent's emotions

Building Goodwill
Why it's necessary to build goodwill
How can you build goodwill?
When not to give goodwill – a cautionary note

Getting Power
What is negotiating power?
Using negotiating power
When to reveal or use your negotiating power
Keep recharging your negotiating power
Mental practice: the way to boost your negotiating power
What mental practice really means

Good and Bad Negotiating Habits
The effects of habits on negotiating
Good negotiating habits
Hard habits to break
Dealing with your opponent's bad habits

Controlling the Process
When and how to get in control
Funneling: a negotiating technique
How to regain negotiating control

This course has the following features:

Exercises that allow users to explore how a course topic applies to their own real-world situations
A file containing the text of the exercises
A course index
A glossary
A Skill Assessment


 

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