Sales and Negotiation Negotiating Skills

Negotiating Skills


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395.00 395.00

  • Course Delivery: Virtual Classroom

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This ILT Series 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 negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions 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.

Topics Covered

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


There are no prerequisites for this course.


Subject Matter Expert

Productivity Point Global is led by a team of individuals with world-class experience in professional development skills and leading edge technologies. These established professionals collaborate to drive PPG's business forward through entrepreneurial innovation, strategic partnerships, brand management and sales growth.

Productivity Point Global, previously ExecuTrain of Florida, began in 2003 and evolved out of a desire to increase our outreach both nationally and internationally. Utilizing the highest standard in customer service combined with our subject matter experts and high-end training venues, PPG has carved a niche by consistently expanding our corporate and government client base, originally hosted in the southeastern region of the US.

By consistently setting quality as the benchmark of our value system, PPG combines strategic partnerships and cutting edge technology with our determined efforts to branch out into other regions. PPG's combination of technology and professional skills training, IT outsourcing, and event hosting enables us to place a focused emphasis on the diversified business needs of our clients.
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