Course Code: 5611

Effective Negotiation - Tools and Techniques

Class Dates:
1/2 Days
Class Time:
Instructor-Led Training, Virtual Instructor-Led Training


  • Course Overview
  • Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. This kind of negotiating is known as win-win or collaborative problem solving. This book looks at all forms of negotiating, but emphasizes win-win negotiating principles and strategies. It includes new concepts, tools, and guidance, reflecting recent advances in collaboration and cooperation and new attitudes toward negotiation. This 1/2 day class will give you the basics to build on how to become a successful negotiator. Instructor: George Diorio
  • Audience
  • Sales, Real Estate and individuals looking to increase their skill.


  • No Prerequisites.

    What skills do you need to negotiate?

    Verbal Communication and Effective Speaking.
    Reducing misunderstandings is a key part of effective negotiation.
    Rapport Building.
    Problem Solving.
    Decision Making.
    Dealing with Difficult Situations.

Course Details

  • Introduction: Overview of Negotiation
  • Topic A: How Often Do We Negotiate?
  • Topic B: Importance of Negotiation Skills
  • Negotiation Outcomes
  • Topic A: The Four Potential Outcomes
  • Topic B: The Importance of a BATNA
  • Critical Factors in Negotiation
  • Topic A: Interests
  • Topic B: Knowledge
  • Topic C: Timing
  • Topic D: Relationships
  • Topic E: Leverage
  • Maximizing Leverage
  • Topic A: Understanding Your Power Sources
  • Topic B: Position Power in Negotiation
  • Topic C: Personal Power in Negotiation
  • Negotiation Tools
  • Topic A: Influence Tactics
  • Topic B: Persuasion Triggers
  • Topic C: Negotiation Maneuvers
  • Common Influence Tactics in Negotiation
  • Topic A: Rationalization
  • Topic B: Legitimating
  • Topic C: Disarming
  • Topic D: Exchange
  • Topic E: Coercion
  • Common Triggers
  • Topic A: Contrast
  • Topic B: Authority
  • Topic B: Authority
  • Topic D: Conformity
  • Topic E: Scarcity
  • Common Negotiation Maneuvers
  • Topic A: Good Cop/Bad Cop
  • Topic B: Escalating Approval
  • Topic C: Reverse Auction
  • Topic D: Association
  • Topic E: Deadline
  • Topic F: Other Maneuvers
  • Preparing for Negotiation
  • Topic A: Assessing the Critical Factors
  • Topic B: Selecting Potential Tools and Combinations
  • Topic C: Developing a Strategy
  • Topic D: Planning for the Event(s)
  • Communication Skills
  • Topic A: Listening
  • Topic B: Clarity in Verbal Communication
  • Topic C: Electronic Communications
  • Topic D: Strategic Use of Communication
  • Legal Issues
  • Topic A: Legality of Contracts
  • Topic B: Ensuring Details are in the Contracts
  • Topic C: Avoid Common Problems
  • Negotiation Situations and Approaches
  • Topic A: Analyzing Situations
  • Topic B: Offers and Counter Offers
  • Topic C: Reacting to the Flow of a Negotiation
  • Topic D: Games Negotiators Play
  • Topic E: Making a 'Go or No Go' Decision
  • Practical Application
  • Topic A: Putting Theory into Practice
  • Topic B: Negotiation Scenarios and Exercises
  • Topic C: Group Discussion