Business negotiation skills - multimedia cd-rom & candidate workbook

Study Area 1 - Introduction
	The Principles of Negotiation - This section introduces the view that nearly everything is negotiable, and the four phases that characterize most negotiations.
	The Negotiation Process - Explains why most negotiations share certain characteristics, and are influenced by up to five dependent variables.
	The Spirit of the Deal - Describes why capable negotiators are focused on more than just winning at all costs, and explains two diametrically opposed negotiation processes.
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Study Area 2 - The Preparation Phase
	Preparation - Introduces the concept of uncertainty, which creates the opening dilemma and explains the importance of preparation before the negotiations begin.
	Knowing the Marketplace - Illustrates methods for gaining commercial intelligence about your leading competitors, and researching both the organization and the individual that you’ll be negotiating with.
	Assessing Your Position - Whilst the buyer usually holds the stronger negotiating position, this is not always the case. This section describes how the power dimension can be made to work for the underdog.
	Planning Your Objectives - Highlights the need to plan all of the major areas of the deal in the preparation phase, to understand what is possible and plan the use of possible concessions.
	Defining the Details - Explains the use of existing or new documentation to accompany the negotiations, and the use of an agenda as a positive aid to negotiations.
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Study Area 3 - The Opening Phase
	Opening - Demonstrates how opening reveals key information about your negotiating position, why it is to your advantage to get the other side to open first, and the importance of making a tough but credible opening.
	Asking the Other Side to Open - Explains the difference between asking the other side to open - when you are in a strong position and when you are in a weak position.
	Gathering Information - Highlights the importance of gathering as much information as possible during the opening phase, and trying to assess the other sides negotiating style and level of conviction.
	Using Positive Body Language - This section describes the importance of body language communication, and how to use positive body language to give you an advantage.
	Identifying Key Issues - Understanding what is meant, by carefully analysing what is said, and the importance of identifying the other sides non-negotiable items.
	Opening First - Explains the need to make a confident opening statement and how to assess the other sides reaction to your opening.
	Opening in Response - Shows why it is important to challenge an opening that you don't find credible, and the importance of presenting your opening as planned.
	Using a Shock Opening - Explains the advantages and risks of using a shock opening, and shows how a shock opening can be justified or disguised.
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Study Area 4 - The Bargaining Phase
	Bargaining - How a well designed agenda can be used to maintain progress in the negotiations, and the importance of clear communications in order to avoid misunderstandings.
	Arguing Persuasively - How to forward persuasive arguments that can compel the other side to agree, why you should always remain polite and avoid any personal attacks, and the importance of listening carefully in order to create an effective counter argument.
	Bargaining Tactics - Introduces a series of classic debating tactics, explains the use of a principal to disguise and defend your position, and how surprises can be used to shake up negotiations.
	Making Concessions Pay - Explains why concessions should be pre-planned and offered in reverse priority, and why you should avoid making concessions when you feel under pressure.
	When Things Go Wrong - How to recognize and react to a losing trend, why negotiations sometimes become derailed, why leaving can sometimes be a powerful bargaining tactic, and a variety of less dramatic options for dealing with deadlock.
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Study Area 5 - The Closing Phase
	Closing - How to recognize the signs that indicate the time to close the negotiations is approaching, and the importance of judging the optimum time at which to close.
	Handling Last Minute Tactics - Explains the use of last minute tactical manoeuvres, aimed at securing a major concession, and how to improve your chances of predicting and coping with such a move.
	Asking for Commitment - This section describes why decision making is often less of a formality than the negotiations might indicate, and how a short adjournment can help both sides ahead of making a commitment.
	Post Closure Activities - The importance of managing both sides feelings of success in order to maximize the stability of the deal is explained. This section also describes how assessing your performance could improve your future negotiating style, and the potential value of the relationship that has been developed when implementing the negotiated deal.
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The Commercial License costs only $295 and enables unlimited use of the multimedia CD-ROM & Candidate Workbook within your organization.

They will learn how to	. . . Maximize their advantage, even before the negotiations begin Make the best possible opening move Use bargaining tactics and concession trading Choose between the win/win and distributive approaches to optimize each deal Deal effectively with last minute tactics and close the deal

Candidates will learn how to: Make the best possible opening and become expert in the use of bargaining tactics and concession trading. Master the win/win and distributive approaches to get the best deal. The entire negotiation process is explained in detail – from analyzing the other side ahead of the first meeting to managing the relationship, post closure. For those negotiating in teams, the course also contains detailed training in how to manage team members in all phases of the negotiation process. This course will enable them to develop a strategy optimized for the requirements of each round of negotiations.

GetAhead Multimedia CD-Roms
This multimedia CD-Rom represents approximately 5 hours of interactive study and is equivalent to a 2-day instructor led course. It is made up of self contained sections, each representing approximately 15 minutes of training, giving you the flexibility to either undertake intensive study or to fit your training into a busy work schedule. It clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. It also includes fully interactive exercises, case studies and questions to ensure that you understand and remember all of the key messages.


Stimulating Interactivity Every title in the GetAhead series uses a combination of specially developed 3D graphics, animation and interactivity to create a stimulating one-on-one multimedia learning environment. Each course represents 5 hours of intensive training and is equivalent to a 2-day instructor led course. A personal coach (Avatar) will guide each candidate through the course, introducing each section, posing questions and summarizing the key learning points.
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Flexible Study All GetAhead courses are modular and are made up of self-contained sections, each representing approximately 15 minutes of training. Each candidates progress is recorded each time they use the course, giving them the flexibility to either undertake intensive study or to fit their training into a busy work schedule. On subsequent training sessions, each candidate is given the opportunity to recall their personal study history and continue from that point.
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In-Depth Content Each GetAhead title has been designed by experts in that subject area. Each course clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. All of the content is fully narrated and includes interactive exercises, case studies and questions to ensure that candidates understand and remember all of the key messages.
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Course Administration A challenging self test is included with each GetAhead course, to provide each candidate with an accurate appraisal of their performance. Each interactive question includes detailed feedback together with a cumulative score. The commercial licence includes a built in Learning Management System (LMS) enabling a course administrator to review the performance of all candidates that have taken the test. This includes the following criteria: Candidate Name Course Title Date of Test Time of Test Candidates Score Time Taken The course administration is password protected and facilitates the: search for, export & deletion of candidate records.