Negotiating: Preparing for a Negotiation

Negotiating: Preparing for a Negotiation offers the student information about the different types of objectives and variables how to identify objectives and variables and how to establish negotiation requirements. This program also covers methods for researching the party with whom the negotiation will be held as well as what types of information to find such as the other party's reputation negotiation style and probable requirements. In addition this program covers how to determine concessions steps to formulate a plan for agreement and how to determine the logistics of a negotiation.

This is primarily online training This is an online eLearning or CBT training program Contact Serebra Learning Corporation for more information

Duration: 4 hours Training Presented in: English

Audience

Managers team leaders and professionals who are responsible for negotiating on behalf of their organizations.

Objective

• Classify objectives as being monetary growth status or principle.
• Identify steps for establishing requirements.
• Identify ways to research the other party before a negotiation.
• Follow the appropriate process for estimating the other party's requirements.
• Follow the appropriate process for formulating a plan for agreement.
• Follow the appropriate process for determining the logistics of a negotiation.

Topics Include

Unit 1: Establishing Your Terms for Agreement

• Classify objectives as being monetary growth status or principle.
• Identify objectives in a simulated environment.
• Determine your variables while protecting your objectives.
• Identify steps for establishing requirements.
• Follow the correct process for establishing requirements.
• Simulation Overview:
• In this simulation you will meet with Susan Cole one of Icon's Budget Accountants and Terrence Martin the Network Engineer assigned to your team. The three of you will be preparing for an upcoming negotiation with Empire Financial. You are taking over the head negotiating role for Caroline Harris who has been promoted to Vice President of Sales. Since Empire is considering purchasing a large computer network for a new branch it is essential that you and your team be as prepared as possible heading into the negotiation. To do this you need to identify your objectives determine your variables while protecting those objectives and follow the correct process for establishing your requirements.

Unit 2: Researching the Other Party

• Identify ways to research the other party before a negotiation.
• Gather information about the other party before a negotiation.
• Arrange in the correct order the steps for estimating the other party's requirements.
• Identify the other party's objectives before a negotiation.
• Follow the appropriate process for estimating the other party's requirements.
• Simulation Overview:
• In this simulation you will meet with Caroline Harris the newly promoted Vice President of Sales as part of your efforts to research Empire Financial. Before Caroline was promoted to Vice President she handled all of Empire's purchases and built a strong business relationship with Empire's negotiating team. As the negotiator taking her place you need to meet with her to gather information about Empire Financial identify Empire's objectives and estimate Empire's requirements as you head into a negotiation over the purchase of a new network.

Unit 3: Preparing for an Agreement

• Determine what concession you will be willing to give in a negotiation.
• Estimate what concessions the other party may be willing to give in a negotiation.
• Identify steps in the process for formulating a plan for agreement.
• Follow the appropriate process for formulating a plan for agreement.
• Follow the appropriate process for determining the logistics of a negotiation.
• Identify benefits of conducting a negotiation in a particular location.
• Select characteristics of people you want on your negotiation team.
• Simulation Overview:
• In this simulation you will meet with Caroline Harris Icon's newly-appointed Vice President of Sales and Terrence Martin the network engineer who will assist you on the negotiating team. The three of you will prepare for an agreement and determine the logistics of the negotiation. Since Caroline has experience dealing with Empire Financial and Terrence has the precise technical knowledge of all hardware involved in this sale they will be valuable sources of information. The goal of this meeting will be to determine what concessions your team will be willing to give to estimate what concessions Empire may be willing to give to formulate a plan for agreement and to finalize the logistics of the negotiation.

Duration

4

Minimum Requirements

The CDROM version of this course requires:

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).
• At least a double speed CDROM drive.
• An MPC compliant sound card with attached speakers or headphones is recommended (Currently only the CDROM version supports audio).

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM and 22MB available hard disk space or file server space.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).

Media

• Negotiating: Advanced Negotiation Tactics
• Negotiating: The Negotiation Process