Negotiating Manual with CBT option

Produced

• 2002-2004

Key Features

Student manuals are available in packs of 5.

Negotiating Manual, ISBN #0-619-07554-6 © 2002, Publish date: April 2, 2002, 200 pages, student version (without disk), $150 for pack of 5

Negotiating: with CD + CBT, ISBN# 1-4188-4632-5 © 2005, Publish date: December 20, 2004, 94 pages, student version with disk, $165 for pack of 5

Negotiating: Instructor Edition + CBT, ISBN #1-4188-4631-7 © 2005, Publish date: December 21, 2004, 96 pages, includes CD with PowerPoint presentation, one manual with CBT and CD is $30

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. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

Course Length: One-Day

Table of Contents

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

Objectives:

•  Use a process to conduct a successful negotiation, use effective communication and questioning during a negotiation, and handle the different types of negotiation styles and situations.
•  Gather information about the other party and estimate the other party's requirements based on the information.
•  Gain control in a negotiation, recognize negotiation tactics used to gain an advantage over the other party, and respond appropriately to the use of unethical tactics.
   

Features:

•  Designed specifically for one day of instructor-led training
•  Modular format allows instructors to skip around within a manual without breaking the overall flow of a course
•  available to be licensed and customized to meet your individual training needs
•  Accompanying Instructor's Manual includes marginal annotations and PowerPoint slides with embedded videos to support instructors in the classroom.

Negotiating: Instructor Edition + CBT

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. This instructor's edition is designed for quick scanning in the classroom, and filled with interactive exercises. Comes with a companion CBT program.

Features:

•  Marginal annotations prompt you with relevant information as you teach the course.
•  PowerPoint slides with embedded videos accompany this book.
•  Use publisher's dedicated instructor's web site to download important teaching resources.
•  All instructor’s editions have the same consistent layout, structure, voice and timing across all topics to minimize prep time for instructors teaching a variety of courses.
•  This title may be purchased off-the-shelf, or licensed through CustomCourse software.
•  Comes with a companion CBT program.
•  title may be purchased off-the-shelf, or licensed through CustomCourse software
•  Also available with a companion CBT program.