16 Corporate Woods Boulevard | Albany, New York 12211 | Tel: 518.437.1600


Available Dates: Request Dates
Class Length: 1 day
Cost: Call for Pricing

Class Outline:


This course teaches students the basics of negotiations. Students will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Students will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics.

Course Outline:

Unit 1: Establishing your terms of agreement
Topic A: Process of identifying objectives
Topic B: Process of establishing requirements

Unit 2: Researching the other party
Topic A: Gathering information about the other party
Topic B: Estimating the other party┬┐s requirements

Unit 3: Preparing for an agreement
Topic A: Determining concessions
Topic B: Fundamentals of Logistics

Unit 4: Conducting a negotiation
Topic A: Understanding the negotiation process
Topic B: Communicating during a negotiation
Topic B: Challenging negotiation situations

Unit 5: Advanced negotiating tactics
Topic A: Control in negotiations
Topic B: Negotiation tactics
Topic B: Negotiation ethics