Learn about negotiation skills from the basics through all the steps of preparing, opening, exploring, testing and closing the negotiation
The aim of negotiation is to reach an agreement. This module explores the six phases of negotiation: preparation and planning, opening, exploring, testing, bargaining and closing and will equip you with the knowledge to carry out effective negotiations.
While negotiation is a game and a process, the outcome should always be win/win. This course provides a detailed look at the concepts, boundaries and phases of negotiation and provides the chance to check your understanding as you progress.
The preparation is over. The other party has arrived and it’s time for face-to-face negotiation to begin. In all games, the opening moves are crucial, so it’s important to get them right. This course looks at what happens next, from rapport building to choosing a negotiation stance, opening the negotiation and making initial proposals.
During negotiation, it is vital to get as much information as possible about the other side’s position while avoiding to reveal too much of your own. Here are several techniques to explore.
When negotiating, the aim of testing is to discover the scope of the negotiation arena. This is done through proposals and counter-proposals. This course explains how to test for potential agreement.
The incremental close, the assumptive close and the final offer are three techniques often used at the closing stage of a negotiation. This detailed course gives you an interactive guide to becoming an effective deal maker.
For these modules and many more, AMBA members can use our free and exclusive learning path ‘negotiation’.
If you are an AMBA member, simply click the link below, to log into the membership platform, click Career Development Centre, then select ‘Learning’ and ‘Professional Skills e-learning’ from the top menu to access this course and several others.
