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Overview/Description
Body language often conveys far more than the spoken word, communicating the speaker's underlying intent. This Business Impact focuses on the crucial role that non-verbal cues serve during the course of business negotiations.
Target Audience
Students preparing to enter the workforce, entry level employees who have just entered the workforce and mid-level employees looking to refresh their skills.
Expected Duration (hours)
0.1
Lesson ObjectivesEffective Body Language in Negotiations
Overview/Description
Negotiations can be tough. But keeping your wits through pressure and problems can lead to breakthroughs and success. Negotiations commonly fail because poor approaches and tactical blunders create additional stumbling blocks to overcome. Negotiators need to be aware of the kinds of actions or attitudes that can hinder the achievement of an agreement. But they also need to understand tactics the other side may use to create a negotiating advantage. This course describes how to overcome common errors in negotiating. It also covers strategies for dealing with difficult...
Overview/Description
If you want to achieve a successful outcome in a negotiation, you need to communicate well. And this means not only being clear in how you deliver your message but also ensuring the other party feels understood. You need to actively and skillfully create a connection with the person you're negotiating with. Otherwise, you won't ever reach an agreement. This course describes ways you can communicate effectively in a negotiation. It discusses how to set the tone for a negotiation, make an effective and clear proposal, and respond positively to the other party in the...
Overview/Description
Successful negotiators have the ability to persuade others that their interests are important. But they don't achieve this by ignoring the interests of the other party. Instead, they frame and adapt their interests to reflect the other side's viewpoint. This course identifies the value of persuasion in negotiations and highlights strategies to help you be persuasive in negotiations. It also covers techniques for effectively dealing with difficult people in negotiations.
Target Audience
Any individual who wants to develop negotiation skills
Expected Duration (hours)
1....
Overview/Description
It's true that negotiating can sometimes seem a daunting task. But if you're properly prepared, you'll likely reach an outcome that benefits both you and the other party without too much stress. If you've ever gone into a negotiation without preparing, it's likely that you were reactive and unfocused, and you may have ended up with a less than desirable outcome. Proper planning would have given you the direction needed to do effective problem solving at the negotiation table. Thinking carefully about what you want to achieve, as well as what the other party wants, will...
Overview/Description
Everyone has to negotiate at some point in his or her life. Strong negotiations skills can be survival skills, both in and out of the workplace. But being able to negotiate successfully requires that you understand some of the basic concepts of negotiation. Negotiation has been described in many ways â getting what you want, reaching an agreement, influencing others, and bargaining. However you think of it, though, negotiation is a process in which two or more parties with different needs and goals work together to find a solution that is acceptable to all. This course...
Overview/Description
Determining the best place for holding negotiations is more difficult than it might first appear. This challenge examines the factors to consider when selecting such a location.
Expected Duration (hours)
0.2
Lesson ObjectivesLocation Does Matter
Overview/Description
Negotiation is a complex process that requires thorough preparation, clear communication, and keen perception. And the most successful negotiators are those who strive to achieve win-win results. This Challenge Series exercise explores various negotiation styles and processes and focuses on how to reach a collaborative, win-win solution.
Target Audience
Mid- to upper-level managers and executives; all high potentials and fast trackers, including individual contributors.
Expected Duration (hours)
0.2
Lesson ObjectivesVendor Negotiations: Choosing the Best Approach
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