Negotiation Skills


Course Objective

  • The objective of the course to learn the cost and pricing knowledge and skills essential for making sound negotiation decisions. Building on the basic skills learned in Level I contracting courses and on-the-job experiences, Cost Analysis and negotiation techniques introduce the techniques needed to analyze cost proposals to establish pre-negotiation objectives for the various elements of cost contained in the proposals. Using an integrated case study, participants will demonstrate their ability to calculate a cost objective and a price/cost objective and determine their pre-negotiation position based on their calculations.

Course Content

Negotiation—Definition and Goals
  • What Is Negotiation?
  • Negotiation Failure and Success Factors
  • What to Expect
  • Negotiation Types and Approaches
  • Attitudes, Influence, and Power
  • Readiness and Timing
Negotiation Planning Overview and Scenarios
  • The Negotiation Planning Model
  • Where to Focus
  • Pre-Negotiation Planning Phases
  • Key Decision Areas
  • Factors that Influence Negotiation Planning
  • Negotiation Scenarios—Teams, Telephone, and Face-to-Face
Setting Objectives and Assessing Strengths
  • The Importance of Setting Objectives
  • Good and Bad Times to Negotiate
  • Comparing Strengths—Yours and the Other Side’s
  • Establishing Credibility and Targets
The Art of Communication & Personality Awareness—in a Negotiation Context
  • Written and Oral Communication
  • Opening, Closing, and Questioning
  • The Art of Listening
  • Nonverbal Communication
  • The Impact of Emotional Factors
  • Personal Styles
Strategy—Based on Supplier Costs and Relationships
  • Know Your Supplier
  • Price and Cost Considerations
  • Types of Bargaining
  • Partnering and Collaborating
  • Preliminary Strategy and Planning
Administrative Guidelines, Negotiation Techniques and Tactics
  • Preparing the Meeting Place and the Team
  • Agenda Tips and Techniques
  • Caucuses, Concessions, Control, & Conduct
  • Tactics and Counter-Tactics
  • International Negotiations
  • Negotiation Process Flow Checklist
  • Selected Bibliography and Recommended Reading
  • at is Leadership?

Who Will Benefit From The Course?

  • sales marketing team of any organization

The Training Methodology

  • Participatory (Group Discussions, Games, Case   Studies)
  • Experiential (Film-based sessions, group activities)
  • Cognitive (sessions using Psychology, Philosophy, Neuroscience & Popular Culture)

Duration: 1 Days