Negotiating Series: Gaining Control
Product Code: ngoc02 Time: 3.0 hour(s) CEUs: Available

Summary:
This course outlines the different types of opponents commonly faced in negotiations. It also explains how to appeal to the emotions of these opponents, how to use goodwill to succeed, and how to gain and use negotiating power. Finally, this course covers some good and bad negotiating habits and some methods of controlling the negotiating process.

Objectives:

After completing this course, students will be able to:
  • Identify common types of negotiating opponents
  • Appeal to opponents' selves and emotions
  • Build goodwill with an opponent
  • Gain power in a negotiation
  • Distinguish between good and bad negotiating habits
  • Control the negotiation process


Topics:

  • Identifying Your Opponent's Type
  • Appealing to Your Opponent
  • Appealing to Emotions
  • Building Goodwill
  • Getting Power
  • Good and Bad Negotiating Habits
  • Controlling the Process

Technical Requirements:
200MHz Pentium with 32MB Ram. 800 x 600 minimum screen resolution. Windows 98, NT, 2000, or XP. 56K minimum connection speed, broadband (256 kbps or greater) connection recommended. Internet Explorer 5.0 or higher required. Flash Player 7.0 or higher required. JavaScript must be enabled. Netscape, Firefox and AOL browsers not supported.

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