Negotiating Techniques Course
IDMGMT9104

Module 1: Principles to Follow, Mistakes to Avoid, Must Do and Never Do, Plan

• Distinguish between conversations and negotiations to clarify intent.
• Establish guiding principles and non-negotiables before entering discussions.
• Plan and self-coach to stay focused, manage emotions, and promote agreement.
• Identify behaviors that support or hinder the negotiation process.

Module 2: Self Audit, Best Negotiator, Coaching, and Questions to Ask Self

• Recognize personal blind spots and triggers that impact negotiation effectiveness.
• Assess personal strengths and weaknesses compared to top negotiators.
• Develop coaching questions to stay prepared and adaptable.
• Use self-awareness tools like EQ and likeability assessments to improve performance.

Module 3: Discern Positions that Others Have, Discern What Others Want, and Apply Discernment to Negotiating Tactics

• Use open-ended questions to uncover stated and unstated positions.
• Identify discrepancies between language and behavior in others’ responses.
• Refuse to make assumptions and search for hidden agendas.
• Balance roles of detective, mediator, and strategist in resolving interests.

Module 4: Communication Behaviors that Help, Relationship Disruptors, and Relationship Builders

• Enhance listening skills and use precise, respectful language.
• Identify and avoid behaviors that disrupt trust and rapport.
• Adopt strategies that foster collaboration, fairness, and constructive dialogue.
• Differentiate between needs and fairness in negotiation requests.

Module 5: Let’s Work it Out – Case Studies 1, 2, 3

• Apply negotiation techniques in realistic role-play scenarios.
• Self-assess performance and gather peer feedback for improvement.
• Develop actionable lessons learned for future negotiations.
• Recognize and manage triggers that could derail progress.