Business Management Training CD-ROM
Essentials of Management: Expert Negotiating
In Essentials of Management: Expert Negotiating, you will learn what tactics are needed to negotiate effectively. This program challenges you to resolve several customer and employee concerns. You must demonstrate
strong negotiation skills in order to be promoted to the head of a new division within your organization.
Business Management Training Program shows you how to:
- Identify opportunities for negotiation.
- Analyze a negotiation situation and prepare for a negotiation.
- Enter confidently into negotiations with the win-win philosophy.
- Set limits and goals for successful negotiation.
- Negotiate with difficult individuals.
Content Emphasis: Skills-Based
Audience: This course is for managers and supervisors who negotiate in the workplace.
Total Learning Time: 2 - 4 Hour(s)
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Product
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CODE
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Price
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Order
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Essentials of Management: Expert Negotiating CD-ROM
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ng41006
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$110
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Course Contents
Unit 1: Background Information
Duration: 0.5 - 1 Hour(s)
- Develop good negotiation skills.
- Recognize the traits of a successful negotiator.
- Avoid positional negotiating.
- Implement win-win negotiation.
- Use creative problem solving.
- Simulation Overview: Each of the simulations allows you to practice the skills learned in the instructional content. You will enter realistic scenarios in which you
will interact with a variety of individuals. By using the knowledge you have gained, you control the outcome of each simulation.
Unit 2: Negotiating with Suppliers
Duration: 0.5 - 1 Hour(s)
- Recognize the importance of preparation.
- Set goals and limits for the negotiation.
- Analyze whether to reveal your limits.
- Evaluate the negotiation environment.
- Develop a negotiation agenda.
- Simulation Overview: In this simulation, you will be meeting with a sales representative from a leading provider of computer software. You want to establish
a relationship with the company and negotiate a short-term agreement for the installation and customization of software.
Unit 3: Negotiating with Other Managers
Duration: 0.5 - 1 Hour(s)
- Counteract strong emotions.
- Communicate clearly to the other party.
- Explore different options for win-win solutions.
- Recapture control when losing concessions.
- Employ strategies to level the playing field.
- Simulation Overview: In this simulation, you are meeting the Information Systems Manager of your company. The customer database is in need of repair and you
need to negotiate with the employee to address this problem.
Unit 4: Negotiating with Upset Customers
Duration: 0.5 - 1 Hour(s)
- Distinguish positional bargaining tactics.
- Recognize a bluff.
- Eliminate the good guy-bad guy tactic.
- Handle pressure tactics.
- Identify an 'invisible partner'.
- Simulation Overview: In this simulation, you will meet with executive managers from one of your client's companies. Your company installed a customized
software system nine months ago for them and it has been experiencing some data access problems. You need to negotiate a fair solution to address this
problem and protect your company's reputation in the process.
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