Negotiating: 2 Gaining Control

Duration:

3 hrs

Description:

This course outlines the different types of opponents commonly faced in negotiations. It also explains how to appeal to the emotions of these opponents, how to use goodwill to succeed, and how to gain and use negotiating power. Finally, this course covers some good and bad negotiating habits and some methods of controlling the negotiating process.

Objective:

• Identify common types of negotiating opponents
• Appeal to opponents' selves and emotions
• Build goodwill with an opponent
• Gain power in a negotiation
• Distinguish between good and bad negotiating habits
• Control the negotiation process

Topics Include:

• Identifying Your Opponent's Type
• Appealing to Your Opponent
• Appealing to Emotions
• Building Goodwill
• Getting Power
• Good and Bad Negotiating Habits
• Controlling the Process

Minimum Requirements:
P500+ Processor, 128MB of RAM; Windows 2000, 2003, XP, Minimum screen resolution 800x600, Internet Explorer 5.5 or higher; Windows Media Player 9.0 or higher; Flash 8.0 or higher; 56K minimum connection; broadband (256 kpbs or higher) connection recommended; Javascript, DHTML and cookies enabled; Sound card with speakers or headphones strongly recommended.