The eLearning Center for Gatlin Education Services

This series presents strategies for negotiating in business and daily situations. It covers techniques for developing a negotiation plan, evaluating the opposition, and taking advantage of body language, props, timing, questions, and correspondence. It presents strategies for gaining control in negotiation situations, and effective methods of getting past obstacles and closing a negotiation. Several everyday negotiation scenarios are explored, with tips for effective negotiation techniques to apply to these situations.

Negotiating Techniques
Time: 8.0 hour(s)
Summary:
This course shows how to communicate and evaluate the competition in a negotiating situation.
Objectives:
* Develop a plan for a negotiation.
* Evaluate the opposition.
* Use language, body language, and props effectively.
* Take advantage of timing in negotiations.
* Ask the right questions to further a negotiation.
* Use written correspondence during a negotiation.
Topics:
* Developing a Plan
* Assessing the Opposition
* Opening the Negotiation
* Using Language
* Using Body Language and Props
* The Timing of Negotiations
* Asking Questions
* Using the Written Word
* Negotiating Techniques

Gaining Control
Time: 3.0 hour(s)
Summary:
This course outlines the different types of opponents commonly faced in negotiations. It also explains how to appeal to the emotions of these opponents, how to use goodwill to succeed, and how to gain and use negotiating power. Finally, this course covers some good and bad negotiating habits and some methods of controlling the negotiating process.
Objectives:
* Identify common types of negotiating opponents.
* Appeal to opponents'' selves and emotions.
* Build goodwill with an opponent.
* Gain power in a negotiation.
* Distinguish between good and bad negotiating habits.
* Control the negotiation process.
Topics:
* Identifying Your Opponent's Type
* Appealing to Your Opponent
* Appealing to Emotions
* Building Goodwill
* Getting Power
* Good and Bad Negotiating Habits
* Controlling the Process

Closing the Deal
Time: 4.0 hour(s)
Summary:
This course explains how to get past emotional blocks into the final stages of offers and counteroffers to close a negotiation.
Objectives:
* Deal with anger in a negotiation.
* Deal with fear in a negotiation.
* Deal with personal issues in a negotiation.
* Manage offers and counteroffers.
* Close a negotiation.
Topics:
* Dealing with Anger
* Dealing with Fear
* When Things Get Personal
* Offering and Counteroffering
* Closing the Negotiations

Everyday Negotiations
Time: 4.0 hour(s)
Summary:
This course examines some common negotiating situations to apply general negotiating techniques.
Objectives:
* Negotiate to buy or sell a home.
* Negotiate to buy or sell real estate.
* Negotiate a lease.
* Negotiate to buy or sell a car.
* Negotiate for a raise.
* Negotiate for a loan.
* Negotiate to return a purchase.
Topics:
* Buying or Selling a Home
* Buying or Selling Real Estate
* Agreeing on a Lease
* Buying or Selling a Car
* Getting a Raise
* Getting a Loan Getting a Loan
* Returning a Purchase