Mastering Negotiation

Target Audience
Expected Duration
Lesson Objectives
Course Number

"Knowledge is a treasure, but practice is the key to it." This quote by Thomas Fuller captures one of the guiding philosophies of master negotiating--the desire to constantly hone negotiation skills. Discovering your negotiation power is the first step. Unleashing your negotiating power is the second step; however, you can't stop there. You need more than gumption and gusto to become a master negotiator. Commitment and discipline are a necessity. In this course, you will discover ways to develop mastery in negotiation. Adopting the values, attitudes, and beliefs of master negotiators is a significant step in the process. You will also become familiar with methods of positively influencing others and assuming a power stance. Effective habits of master negotiators are presented along with a tool kit of sure-fire negotiating tips. You may be surprised to discover that developing mastery skills in negotiation is enjoyable and well worth the investment of your time and attention. The best way to get what you want in negotiation is to create opportunities through which to reap your own rewards. Ask yourself, "If not now, when?" The choice is yours.

Target Audience
Managers, supervisors, team leaders, and other experienced business professionals


Expected Duration (hours)

Lesson Objectives

Mastering Negotiation

  • recognize benefits of being a master negotiator.
  • select characteristics of a master negotiator.
  • identify personality traits of an effective negotiator.
  • identify attitudes of a win-win negotiator.
  • recognize the importance of developing negotiating power.
  • identify sources of negotiating power.
  • identify techniques for using negotiating power.
  • select techniques for handling a counterpart's power.
  • recognize benefits of developing good negotiating habits.
  • differentiate between helpful and harmful negotiating habits.
  • identify ways to develop helpful negotiating habits.
  • select ways to be in control of a negotiation.
  • recognize the value of having a negotiating tool kit.
  • match sure-fire tips for negotiating with examples of those tips.
  • identify strategies of a master negotiator.
  • match aspects to evaluate in a negotiation with examples.
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