Successful Management Negotiation

Overview/Description
 This course will take the learner through the basic principles of negotiating to help them understand when a negotiation is necessary. They will learn the value of working in a structured way and the importance of setting clear objectives for each negotiation. Before starting to negotiate, the learner is shown how to prepare and the areas of knowledge they need to acquire. Finally, they are shown how to develop an overall strategy for the negotiation, and the tactics they can adopt to improve their chances of success at each stage.

Target Audience
 Anyone involved in management negotiations of any type

Expected Duration
2 hours

Lesson Objectives:

Definitions and Basic Principles

  • recognize the value of the six basic principles of management negotiations.
  • identify the basic characteristics of a successful negotiation.
  • identify the six basic principles necessary for a negotiation to take place.

    • Structure and Objectives

  • recognize the benefits of working through the six key stages of a negotiation and setting measurable objectives for each negotiation.
  • recognize the basic structure of any negotiation.
  • identify considerations to be accounted for when setting objectives.

    • Preparing to Negotiate

  • recognize the power that knowledge will bring to your negotiation, and the value of proper preparation.
  • identify the types and possible sources of information required for a successful negotiation.
  • create a checklist before entering into a negotiation to ensure that they are fully prepared and have the authority to proceed.

    • Strategies & Tactics in Structured Negotiations

  • recognize the importance of developing a strategic approach to negotiating and the value of developing tactics for each stage.
  • identify the steps to take when developing a strategic plan.
  • identify the tactics to use during the opening stages of the negotiation.
  • identify the tactics to use during the trading concessions and reaching a compromise stage of the negotiation.
  • identify tactics that can be used during the Reaching Agreement stage of negotiating.

    • Course Number: MGMT0401