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Pinnacle Professional Development, LLC www.pinnacleprodev.com 37510 Sienna Oaks Drive New Baltimore, MI 48047
For sales information, contact Brian Salk, PhD 586-295-2519; [email protected]
Negotiation Course Outline
Course Overview
Negotiation – whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or
making trade-offs between business units – is both a necessary and challenging aspect of business life. In the
business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful
conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice
and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include:
Preparing the necessary information before a negotiation Managing multiparty negotiations Assessing the position of the opposing side Determining your sources of power and authority in a negotiation
Course Details
Class Duration 2 days (13 contact hours)
Course Materials Provided Student manual and electronic files
Course Price $995 per participant. Special group pricing available.
Prerequisites
A basic familiarity with subject matter helpful, but not required.
Instructors
We hand pick our instructors to ensure you receive a top-quality educational experience. Some of our instructors
have over 20 years of experience in the field, as well as years of adult education experience. We require that our
instructors have a minimum of 10 years of experience in the subject matter they deliver, as well as at least three
years of adult education classroom experience. Your training class is only as good as your instructor.
Our founder, Brian Salk, PhD, PMP®, PMI-ACP®, personally hires and trains all of our instructors. Our instructors
attend Dr. Brian’s intensive train-the-trainer session, designed to help instructors deliver effective, interactive, and
informative training sessions that are tailored to the unique learning styles of adult students. Dr. Brian’s highly
interactive teaching style is based on proven educational theory and over 25 years of practice. He has won the
prestigious Worldwide Excellence in Training award four times.
Pinnacle Professional Development, LLC www.pinnacleprodev.com 37510 Sienna Oaks Drive New Baltimore, MI 48047
For sales information, contact Brian Salk, PhD 586-295-2519; [email protected]
Negotitation Course Outline
Lesson 1: Types of Negotiation – Many Paths to a Deal
Distributive Negotiation Integrative Negotiation Multiple Phases and Multiple Parties Summing Up
Lesson 2: Four Key Concepts – Your Starting Points
Know Your BATNA Reservation Price ZOPA Value Creation Through Trades Summing Up
Lesson 3: Preparation – Nine Steps to a Deal Step 1: Consider What a Good Outcome
Would Be for You and the Other Side Step 2: Identify Potential Value Creation
Opportunities Step 3: Identify Your BATNA and Reservation
Price, and Do the Same for the Other Side Step 4: Shore Up Your BATNA Step 5: Anticipate the Authority Issue Step 6; Learn All You Can About the Other
Side's People and Culture, Their Goals, and How They've Framed the Issue
Step 7: Prepare for Flexibility in the Process – Don't Lock Yourself into a Rigid Sequence
Step 8: Gather External Standards and Criteria Relevant to Fairness
Step 9: AIter the Process in Your Favor Summing Up
Lesson 4: Table Tactics – How to Play the Game Well
Getting the Other Side to the Table Making a Good Start Tactics for Win-Lose Negotiations Tactics for Integrative Negotiations General Tactics: Framing and Continual
Evaluation Summing Up
Lesson 5: Frequently Asked Tactical Questions – Answers You Need
FAQs About Price FAQs About Process FAQs About People Problems
Lesson 6: Barriers to Agreement – How to Recognize and Overcome Them
Die-Hard Bargainers Lack of Trust Informational Vacuums and the Negotiator's
Dilemma Structural Impediments Spoilers Differences in Gender and Culture Difficulties in Communication The Power of Dialogue Summing Up
Pinnacle Professional Development, LLC www.pinnacleprodev.com 37510 Sienna Oaks Drive New Baltimore, MI 48047
For sales information, contact Brian Salk, PhD 586-295-2519; [email protected]
Lesson 7: Mental Errors – How to Recognize and Avoid Them
Escalation Partisan Perceptions Irrational Expectations Overconfidence Unchecked Emotions Summing Up
Lesson 8: When Relationships Matter – A Different Notion of Winning
Why Relationships Matter How Perceptions of Relationship Value Affect
Negotiations Doing It Right Summing Up
Lesson 9: Negotiating for Others – Whose Interests Come First?
Independent Agents Non-Independent Agents Agency Issues Summing Up
Lesson 10: Negotiation Skills – Building Organizational Competence
Continuous Improvement Negotiating as an Organizational Capability What Makes an Effective Negotiator? Summing Up
