Course Details

Name: Negotiating Skills 

Number: 030920 

Prerequisites: None  

Audience: Managers and personnel responsible for negotiating with other parties 

Objectives: Upon successful completion students will be able to:
  • clearly describe what is involved in negotiating
  • identify one's approach to principles negotiating
  • describe the elements in principled negotiating
  • identify what to do when negotiating is not working
  • apply skills and techniques to the workplace

Content: Topics include:
  • dimensions of negotiating behaviour
  • goals and strategies of negotiation
  • principled negotiation
  • planned negotiation
  • power and influence

Activities: Lecture, case studies, group discussion, excercises, group presentations, role play  

Class Size: Up to 18 attendees 

Duration: 2 days 



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