What is Negotiation?
▪ The basic concepts of negotiation
▪ What is negotiable in typical business situations
▪ Identify approaches to negotiation

Negotiation Stages
▪ Identify the six stages of negotiation
▪ Use appropriate behaviours in each of the stages
▪ Define the influences on the negotiation process

Planning Your Negotiation
▪ Plan a negotiation
▪ Determine a settlement range
▪ Apply the planning framework in practice negotiation

Persuasion
▪ Apply the persuasion process
▪ Use the frame/reframe process to understand the other party
▪ Examine possible approaches to use when there is confrontation
▪ Use listening skills in the negotiation process

Communication
▪ Explain the four dimensions of DISC and the style tendencies of each
▪ Describe the characteristics of dual styles and their impact on negotiations
▪ Describe how to adapt style to maximize the results of negotiations
▪ Identify why negotiations become derailed and how to avoid negotiation traps

Crafting a Strategy for Your Negotiation
▪ Plan a strategy to apply your negotiations
▪ Describe the process of identifying a problem or issue for negotiation
▪ Identify steps and techniques for choosing appropriate communication methods
▪ Create and apply a strategy for a business negotiation simulation