| Negotiating: Negotiating Techniques |
| This course shows how to communicate and evaluate the competition in a negotiating situation. |
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- Developing a Plan
- Assessing the Opposition
- Opening the Negotiation
- Using Language
- Using Body Language and Props
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- The Timing of Negotiations
- Asking Questions
- Using the Written Word
- Negotiating Techniques
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| Negotiating: Gaining Control |
| 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. |
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- Identifying Your Opponent's Type
- Appealing to Your Opponent
- Appealing to Emotions
- Building Goodwill
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- Getting Power
- Good and Bad Negotiating Habits
- Controlling the Process
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| Negotiating: Closing the Deal |
| This course explains how to get past emotional blocks into the final stages of offers and counteroffers to close a negotiation. |
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- Dealing with Anger
- Dealing with Fear
- When Things Get Personal
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- Offering and Counteroffering
- Closing the Negotiations
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| Negotiating: Everyday Negotiations |
| This course examines some common negotiating situations to apply general negotiating techniques. |
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- Buying or Selling a Home
- Buying or Selling Real Estate
- Agreeing on a Lease
- Buying or Selling a Car
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- Getting a Raise
- Getting a Loan Getting a Loan
- Returning a Purchase
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