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Negotiating for Results

Recommended Prerequisites

No prerequisites are required for this course.

Course Overview

Self Paced Short Courses

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.

Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this course will provide you with a basic comfort level to negotiate in any situation. This course includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

Learning Objectives

  • Understand how often we all negotiate and the benefits of good negotiation skills
  • Recognize the importance of preparing for the negotiation process, regardless of the circumstances
  • Identify the various negotiation styles and their advantages and disadvantages
  • Develop strategies for dealing with tough or unfair tactics
  • Gain skill in developing alternatives and recognizing options
  • Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA

Course Outline

  1. Course Overview
  2. What is Negotiation?
    • Defining Negotiation
    • Types of Negotiation
    • Positional Bargaining
    • Principled Negotiating
    • Phases of Negotiation
  3. The Successful Negotiator
    • Key Attributes
    • Pre-Assignment Review
  4. Preparing for Negotiation
    • Getting Started
    • Managing Your Fear
    • Personal Preparation
    • Researching Your Side
    • Case Study
    • Researching the Other Side
  5. The Nuts and Bolts
    • Preparing Documentation
    • Setting the Time and Place
    • Case Study
  6. Making the Right Impression
    • First Impressions
    • The Handshake
    • Dress for Success
    • The Skill of Making Small Talk
  7. Getting Off to a Good Start
    • Common Ground
    • Ground Rules
  1. Exchanging Information
  2. The Bargaining Stage
    • Six Techniques for Success
    • Case Study
  3. Reaching Mutual Gain
    • Getting Rid of Obstacles
    • Overcoming the Obstacles
  4. Moving Beyond “No”
    • Getting Past No
    • Breaking the Impasse
    • Getting to Yes
  5. Dealing with Negative Emotions
  6. Moving from Bargaining to Closing
    • Knowing When to Close
    • Formal vs. Informal Agreements
  7. Solution Types
    • Possible Outcomes
    • Building a Sustainable Agreement
    • Getting Consensus
  8. Personal Action Plan
  9. Recommended Reading List
  10. Post-Course Assessment

This course has been recognized by the following professional bodies as a recognized continuous professional development activity for their members:

Australian Natural Therapy Association (ANTA)

Acupuncture and Complementary Medicine Association of Australasia (ACMAA)