Lead Generation
Opportunity Qualification
Presentation
Negotiation & Closing
Account Management
Negotiation Skills
Negotiation is an integral part of creating value for an organization. Your career success depends on your skills as a negotiator – regardless of whether you are seeking project resources, deciding on a new hire’s salary, or inking a high-stakes deal for your company.
In this module, we lay the foundation for well-run negotiations by focusing on planning and communication techniques employed by successful dealmakers. Through group exercises and an optional role play, you will learn how to execute these techniques, refine your personal negotiating style, and improve your ability to bargain successfully and ethically in any situation.
COURSE DETAILS
Live training format
4 lessons
4 Hours completion time
Role Play optional add-on
After completing this course, you will be able to:
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apply the core concepts that govern negotiations
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plan and lead a basic negotiation
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assess your own negotiating style and set personal goals for improvement
COURSE CURRICULUM
1.
Negotiation Fundamentals
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Separating People From Positions & Problems
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Avoiding 'Soft' or 'Hard' Positions
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Setting Your Walkaway
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Kevin Legg
2.
Preparing For The Negotiation
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Introduction to the SAGE Negotiation Playbook
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Building Negotiation Variables
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Identifying & Prioritizing Concessions
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Establishing Your Value Proposition
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Exercise: Planning a Negotiation
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Stephen Gonzalez
3.
Basic Negotiation Tactics
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Setting The Agenda & Managing Expectations
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Improving Communications By Listening & Asking Questions
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Recognizing When To Walk Away
Kevin Legg
4.
Group Exercise
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Negotiation Case Study
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Stephen Gonzalez & Kevin Legg
5.
(Optional) Role Play
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Setting The Agenda & Managing Expectations
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Listening & Asking Questions
Stephen Gonzalez & Kevin Legg
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Sales Negotiation Skills
Non-Sales Negotiation Skills