Course curriculum

  • 1

    Important Reminders Before You Start Your Training

    • Daily Training Limit, Time Zone and Other Reminders
  • 2

    Test Your Knowledge

    • Test Your Knowledge
  • 3

    Handouts

    • Negotiation Skills - What is Negotiation?
  • 4

    Module Overview and Introduction

    • Module Overview - Negotiation Skills - Lesson 1

    • Introduction
  • 5

    Two Approaches in Negotiation

    • Win-Lose Approach

    • Win-Win Approach
  • 6

    SECTION REVIEW: Two Approaches in Negotiation

    • Section Review
  • 7

    Win-Win Approach

    • Focusing on Relationships and Interests

    • Generate Options, Aim for Results
  • 8

    SECTION REVIEW: Win-Win Approach

    • Section Review
  • 9

    Stages of Negotiation

    • Preparation and Discussion

    • Clarifying Goals, Negotiating Towards a Win-Win Outcome and Agreement
  • 10

    SECTION REVIEW: Stages of Negotiation

    • Section Review
  • 11

    Failure to Agree and BATNA

    • Failure to Agree

    • BATNA
  • 12

    SECTION REVIEW: Failure to Agree and BATNA

    • Section Review
  • 13

    Ten Rules of Negotiation - An Example from the Garden of Eden

    • Rules 1-3

    • Rules 4-7

    • Rules 8-10
  • 14

    SECTION REVIEW: Ten Rules of Negotiation

    • Section Review
  • 15

    EXERCISES

    • List of Scenarios

    • Scenario 1

    • Scenario 1 - Questions

    • Scenario 2

    • Scenario 2 - Questions
  • 16

    CASE STUDY

    • Case Study: How a Small Stock Brokerage Sealed a Service Deal with a Government Fund

    • Case Study - Questions
  • 17

    Conclusion

    • Conclusion
  • 18

    Key Points

    • Key Points - Negotiation Skills - Lesson 1
  • 19

    Quiz

    • QUIZ: Negotiation Skills - Lesson 1
  • 20

    Evaluation Form

    • Evaluation Form and Attendance Sheet (as required under PRC Resolution no. 1244 Series of 2020)