Negotiating Skills

Skills covered:
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In this course, students will perform the basic steps in a business negotiation.


Upon successful completion of this course, students will be able to: -
  • prepare to negotiate in a business environment.
  • initiate negotiations and follow through on their results.
  • negotiate with your partner.
  • follow through on a completed business negotiation.
  • negotiate in unique business circumstances.


Business professionals who may or may not be in a supervisory position and want to learn negotiating skills.


Preparing to Negotiate

  • Establish a Successful Mindset
  • Research the Other Party
  • Determine the Value of the Item Being Negotiated
  • Determine Where You'd Like Negotiations to Take Place
  • Establish Your Best- and Worst-Acceptable Outcomes
  • Research Your Best Alternative to a Negotiated Agreement (BATNA)

Initiating Negotiation: Establishing the Ground Rules

  • Establish Rapport
  • Establish Your Status
  • Choose the Communication Method for Negotiation
  • Establish the Rules of Engagement
  • Set a Timeline
  • Establish How Negotiation Results Will Be Communicated and Implemented


  • Encourage the Other Party to Issue the First Proposal
  • Make the First Proposal
  • Counter the Offer or Proposal
  • Accept an Offer or Abort Negotiations
  • Work Through an Impasse

Following Through

  • Evaluate the Success of the Negotiation
  • Follow Up on the Relationship

Negotiating in Special Circumstances

  • Cross-Cultural Negotiation
  • Cross-Generational Negotiation
  • Negotiation with Supervisors and Subordinates

Training provider

Teaching mode:
Online - Self paced
Classroom - Instructor Led
Online - Instructor Led
Duration: 1 day
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