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Course

Negotiating for Results

Negotiating for Results course is ideal for those looking to learn how to become a successful negotiator. The course enables participants to identify their personality style which will help them analyse their strengths and weaknesses when it comes to negotiating with others. Participants will learn how to choose a negotiation strategy based on relationship and results, how to prepare for the negotiation, open the negotiation, establish mutual gains for a bargain, how to handle the negative emotions of the other party and finally, how to close the negotiation effectively. This course is focused on setting in place principles for the development of robust negotiation skills, it will provide you with tools to promote effective negotiation communications and gives you techniques for turning face-to-face confrontation into side-by-side problem-solving

Learning Outcomes

By the end of this course participants will be able to:

  • Define negotiation and Identify steps for proper negotiation preparation.
  • How to negotiate effectively with different personality styles.
  • Define principled negotiation and identify the four steps in the negotiation process.
  • Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing.

Modules Covered

Module 1: Introduction to Negotiation

  1. Introductions

Module 2: Personality Types

  1. Personality Styles
  2. Assertive and Sociability Scale
  3. 4 Dimensions of Behaviour Styles
  4. Assessment – Part I: Influencing Personality Types Quiz
  5. Assessment – Part II: Influencing Personality Types

Module 3: Negotiation Process

  1. Selecting a Strategy
  2. Assessment: Competitive/Positional Bargaining
  3. Assessment: “Hard” and “Soft” Negotiating Tactics
  4. Collaborative or Principled Negotiating
  5. Phases of the Negotiation Process
  6. Assessment: Negotiation Process

Module 4: Prepare for the Negotiation

  1. Getting Started
  2. Dealing with Fear
  3. Personal Preparation
  4. Reaching Your Side
  5. Assessment – Part I: Prepare to Negotiate
  6. Researching the Other Side
  7. Assessment – Part II: Prepare to Negotiate

Module 5: Open the Negotiation

  1. First Positive Impressions
  2. Importance of “Small Talk”
  3. Setting Ground Rules

Module 6: Exchange Information and Bargain

  1. Exchanging Information
  2. The Bargaining Stage
  3. Inventing Options for Mutual Gain
  4. Overcoming the Obstacles
  5. Assessment: Exchanging Information

Module 7: Handle Opposition

  1. Getting Past No to Yes
  2. Dealing with the Impasse
  3. Getting to Yes
  4. Assessment: Dealing with Negative Emotions
  5. Responding to Dishonesty
  6. Assessment: From NO to YES

Module 8: Close the Negotiation

  1. Moving from Bargaining to Closing
  2. Formal vs. Informal Agreements
  3. The Closing Process
  4. Building a Sustainable Agreement
  5. Assessment: Bargaining to Closing
  6. Assessment: Closing Process

What Would You Get at Completion

1. Mastery of and competency in specific targeted job skills much required for personal impact and professional success
2. Nationally recognized and international accredited PROFESSIONAL CERTIFICATE IN NEGOTIATING FOR RESULTS evidencing your competitive advantage in the job market, locally and internationally
3. Greater confidence to face job-related tasks and achievement of optimized performance
4. Direct application of relevant vocation-specific skills and technical know-how transfer for significantly improved performance at workplace
5. Higher likelihood of being considered for job promotions and salary upgrades
6. Become officially certified as EXPERT SPECIALIST, both theoretically and practically, in a specific field of specialization

Entry Requirement

-Learners should possess a high level of motivation and self-discipline
-Learners should be proficient in the English language
-Learners should possess at least 6 to 12 months of professional working experience in any field
-Learners must possess basic smartphone or computer operating knowledge and skills

Pathway Options

Duration

Up to 2 months

Fee

Professional Certificate Fee

Total Fee 1st Fee Installment 2nd Fee Installment Research Supervision Charges
159€ 100€ 59€ 100 Euro





Learning Material

Personalised, easy to understand text-based (reading materials) interactive resources that progressively and systematically takes the learner through various areas of competencies required at the workplace, in a specialised field of study 

Assessment of Learning

Personalised exercises, assignments and/or quizzes are utilized throughout the course/programme to measure progress in learning. such comprehensive assessment procedure is characterized by being diagnostic, formative (intervention-oriented), and summative

Completion Requirements

100% completion of courses and assessment therein is required to be able to get certified in the said course and/or programme 

Granding Scheme

The grading system is defined as follows:

Pass:
Higher Distinction: 90-100%
Distinction: 80-89%
First Division: 70-79%
Second Division: 60-69%
Satisfactory: 50-59%
Fail:
Unsatisfactory: 49 % and below

 

Recognition & Accreditation

The European International University (EIU-Paris) is duly recognised as a Vocational Education & Professional Training (VEPT) service provider in accordance to Article R.6351-6 of the French Employment Code, under the registration number: 11755784775, with the prefecture of the region of ILE-DE-FRANCE, as well as internationally accredited by the Accreditation Service for International Schools, Colleges, and Universities (ASIC), a U.K. Government recognized international accreditation body. 

How to Check EIU Listing on French Government Official Website

1. Go to…
2. You will be directed to a page entitled:
“Public List of Training Organizations (L.6351-7-1 of the Labor Code)”
3. Click “DOWNLOAD” – and when the spreadsheet opens, search for “European International University”

 

 

Please fill the below online form for Registration and details.

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