Business Training Library
Negotiations
All courses below are available through the Business Training Library (BTL)
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Mastering Negotiations
Duration: 1 hour 30 minutesIn this course, you will discover ways to develop mastery in negotiation. Adopting the values, attitudes, and beliefs of master negotiators is a significant step in the process. You will also become familiar with methods of positively influencing others and assuming a power stance. Effective habits of master negotiators are presented along with a tool kit of sure-fire negotiating tips.
Sales Negotiation - Fundamentals of Negotiation
Duration: 2 hoursIn "Sales Negotiation - Fundamentals of Negotiation," you will learn advanced ways to approach negotiation and how best to prepare effective negotiation strategies to increase profitability in your sales cycle. You will also learn what it takes to develop and build mutually-beneficial negotiation relationships, as well as best practices in improving your negotiation communication among new and existing business relationships. Additionally, you will learn how to prepare a strong foundation by exploring specific pre-negotiation steps that will leave you feeling confident and prepared for your next negotiation session.
Sales Negotiation - Negotiation Strategies
Duration: 2 hoursIn "Sales Negotiation - Negotiation Strategies," you will learn about common negotiating strategies, factors that should be considered when choosing a strategy, and how to create the proper atmosphere for negotiations. You will also learn about elements that can derail negotiations as well as guidelines to help keep them on track. In addition, you will learn how to deal with demanding clients and how to adapt when competitors are fighting for your business. You will also learn to use problem-solving techniques to reach mutually-satisfying agreements and how to develop creative options for mutual gain.
Sales Negotiations - Negotiation Execution
Duration: 2 hoursIn "Sales Negotiations Ð Negotiation Execution," you will learn about the negotiation process, the key players in a negotiation, and ways to maintain control of the negotiation. Additionally, this course covers guidelines for dealing with difficult people and strategies for dealing with less-than-ideal scenarios and outcomes. After completing this course, you will be prepared to negotiate successfully with people in a variety of roles.
The Process of Negotiation
Duration: 2 hours"Let us never fear to negotiate. But let us never negotiate out of fear." The intent of this course is to prepare you to negotiate from a place of strength, not fear. The process and stages of negotiation are explained in a step-by-step, practical way. Investigator, presenter, bargain-hunter, and winner--you'll explore how to assume each of these roles as you learn about the essential aspects of what you need to know and do before, during, and following negotiation. From the beginning, you'll discover how to ask for what you want and how it is possible to achieve a win-win solution in any negotiation situation.
Winning Negotiation Simulation
Duration: 30 minutesThis simulation places you in the role of marketing manager in an insurance company. Because office space is at a premium, you have been asked to move your department off-site, and to set up telecommuting for your employees. You are under a strict deadline, and your task in this simulation is to negotiate with your company's Information Technology department to have the equipment and networks set up within 60 days. The IT department is relatively small and very busy, so it will be a challenge to get them to agree to your requests and timeline. Using this simulation will help you practice your skills in planning and conducting negotiations. Just a few applications to be covered include:
- paying attention to human factors
- effectively communicating with both audio and visually-oriented types
- making strategic concessions
- negotiating with "Rock" and "Criticizer" type counterparts