Strong and Effective Negotiations

This session is ideal for professionals across all functions—including managers, project teams, procurement specialists, sales engineers, and anyone involved in negotiations or stakeholder communications. Whether you're leading teams, managing vendor relationships, or collaborating across departments, this training will help you sharpen your negotiation skills and drive more effective outcomes.

After completing this course, participants will be able to

• Plan for and conduct a collaborative negotiation
• Understand negotiation styles
• Understand and apply negotiation terms and best practices
• Enhance communication skills critical to a collaborative negotiation
• Recognize and handle objections or concerns during the negotiation process

Module 1: Laying the Foundation and Negotiation Approaches and Terminology

• What makes negotiating challenging
• Distinguish between positional and principled negotiating
• Understand common negotiating terms

Module 2: Preparing for a Negotiation

• Understand how to effectively prepare for a negotiation
• What questions/information to consider so that both parties are well understood

Module 3: Actively Managing a Negotiation

• Gain clarity of the general flow of a negotiation
• Understand how effective communications can enhance success
• Learn strategies on how to manage emotions that might emerge for both parties

Module 4: Negotiation Styles

• Recognize different negotiating styles and understand when to use which one in different situations and environments

Module 5: Next Steps

• Integration of different concepts and skills and application to real-life situations
• Discussion of key takeaways and areas to focus on for further improvement

• No formal prerequisites; basic written communication skills are recommended.

  The following are recommended for further study:

• GK831173 - Growing Work Relationships at Work Positively
• GK831174 - Performance and Employee Accountability
• GK831175 - Employee Emotional Intelligence
• GK831177 - Managing Challenging Conversations