1 Day Course

Course Objective:

You will perform the basic steps in a business negotiation.

Who is the course suitable for?

Business professionals who may or may not be in a supervisory position and want to learn negotiating skills. Upon successful completion of this course, students will be able to:

  • Prepare to negotiate in a business environment.
  • Initiate negotiations and follow through on their results.
  • Follow through on a completed business negotiation.
  • Negotiate in unique business circumstances.

Course Content

Preparing to Negotiate

  • Establish a Successful Mind set
  • Research the Other Party
  • Determine the Value of the Item Being Negotiated
  • Determine Where You’d Like Negotiations to Take Place
  • Establish Your Best- and Worst-Acceptable Outcomes
  • Research Your Best Alternative to a Negotiated Agreement (BATNA)

Initiating Negotiation: Establishing the Ground Rules

  • Establish Rapport and establish Your Status
  • Choose the Communication Method for Negotiation
  • Establish the Rules of Engagement and set a Timeline
  • Establish How Negotiation Results Will Be Communicated and Implemented


  • Encourage the Other Party to Issue the First Proposal
  • Make the first proposal
  • Counter the Offer or Proposal
  • Accept an Offer or Abort Negotiations
  • Work through an Impasse

Following Through

  • Evaluate the Success of the Negotiation
  • Follow Up on the Relationship

Negotiating in Special Circumstances

  • Cross-Cultural Negotiation
  • Cross-Generational Negotiation
  • Negotiation with Supervisors and Subordinates