Negotiating for Results
This course teaches students the basics of negotiations. Students will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Course activities also cover: negotiation and facilitating communication; questions a person should ask and appropriate responses; and situations that require a specific negotiation style. Students will also learn how to gain control during negotiations, use various negotiation tactics, and deal with unethical negotiation tactics. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.