Negotiating Series
Total Time: 16 hours

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Negotiating: Negotiating Techniques Time: 4 hours NGOC01 Negotiating: 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

Negotiating: Gaining Control Time: 4 hours NGOC02 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. Identifying Your Opponent's Type Appealing to Your Opponent Appealing to Emotions Building Goodwill Getting Power Good and Bad Negotiating Habits Controlling the Process

Negotiating: Closing the Deal Time: 4 hours NGOC03 Negotiating: 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

Negotiating: Everyday Negotiations Time: 4 hours NGOC04 Negotiating: 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 Returning a Purchase

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