Course Code: 967


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


  • Course Overview
  • Students will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Students will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics.

  • Audience
  • This course is designed for individuals looking to develop their leadership and supervision skills. It is appropriate for all levels of experience.


  • There are no prerequisites for this course.

Course Details

  • Part 1: An Introduction to Negotiation
  • What Is Negotiation?
  • Negotiation: Some Practical Definitions
  • Identifying Opportunities for Negotiation
  • To Negotiate or Not, That Is the Question
  • Negotiation and Conflict
  • Understanding Types of Negotiation
  • Part 2: Negotiation: Attitudes and Approaches
  • Negotiation Styles
  • The Win-Win Approach to Negotiation
  • The Give/Get Principle of Negotiation
  • Managing Conflict During Negotiation
  • Conflict Resolution Styles
  • Characteristics of a Successful Negotiator
  • Case Study: A Buy-Sell Negotiation
  • Part 3: Negotiation: The Process
  • Preparing to Negotiate
  • Collecting Detailed Information
  • Negotiator's Guide to Preparation
  • The Seven Basic Steps in Negotiating
  • Step 1: Getting to Know the Negotiators
  • Step 2: Stating Goals and Objectives
  • Step 3: Starting the Process
  • Step 4: Revealing Disagreement and Conflict
  • Step 5: Narrowing the Gap Between Negotiators
  • Step 6: Finding Alternatives for Resolution
  • Step 7: Agreement in Principle, Settlement, and Acknowledgment
  • Reviewing the Seven Basic Steps in Negotiating
  • Part 4: Strategies and Tactics
  • Negotiating Through Give to Get
  • Five Basic Strategies in Action
  • Identifying Other Negotiation Strategies
  • Ten Critical Mistakes to Avoid
  • Part 5: Developing Your Skills
  • Case Study: Negotiating a Project Plan
  • Applying What You Have Learned