Negotiation involves two parties who each have something that the
other wants, trying to reach a mutual agreement to exchange,
through a process of dialogue and bargaining. To negotiate
successfully you need a game plan - your ultimate aim and a
strategy for achieving it. The key to effective negotiating is
having a negotiation strategy, understanding the difference between
'positions' and 'interests', knowing how to make concessions,
managing negotiation deadlocks, and having respect for the
negotiation relationship. It would be expected that participants
would have completed Level 100 - Negotiating for Success as a
pre-requisite. This Learning Short-take combines self-study with
workplace activities to develop skills successful negotiating.
Participants will add to their toolkit of basic negotiation
techniques by further exploring the BATNA (Best Alternative to a
Negotiated Agreement) concept for improved negotiation outcomes
plus other advanced negotiating skills. Participants will learn how
to prepare for their next negotiation, to protect themselves from
accepting terms which are unfavorable, avoid rejecting terms that
they would be wise to accept, and be flexible enough to permit
exploration of creative alternatives. This Learning Short-take is
designed for completion in approximately 90 minutes.
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