Student Login

CDE Classrooms

CDE Catalog

Manager's Files

Registrar

About CDE

 

2002— Everyday Negotiations

Course Block Description: 
Each of the three related courses in this course block deals the challenges of the various types of negotiations we encounter. The three courses are: Types of Negotiations, Negotiations Methods, and Negotiations Gambits.

The content for this course is provided by Chuck Holmes, president of Corporate Strategies, Inc.

Competencies: 
On completion of the course block the student will be able to:

  • Understand the types of negotiations.
  • Be able to to plot any negotiation on the Relationship/Outcome Matrix and select appropriate negotiations techniques.
  • Properly prepare for successful negotiation.
  • Use appropriate methods for Share Negotiations and Problem-solving negotiations.
  • Understand common negotiations gambits and how to defend against them.
  • Understand the proper place of price in negotiations.
Measurement: 
The most obvious way of measuring the effectiveness of negotiations is, of course, whether the negotiator achieved his or her objectives. However, there are some less direct measurements, including:
  • Increased gross profit in sales/customer negotiations.
  • More positive outcomes in problem-solving negotiations.
  • Better vendor relationships.
  • Improved internal communications .

Reinforcement: 

Management can reinforce the skills taught in this course by:

  • Reviewing negotiations preparation with employees.

  • Doing postmortems on important negotiations.
    .

Management Involvement:

The course includes a number of Practical Application Exercises designed to help the learner develop a better understanding of specific concepts. The manager should let the learner know at the beginning of the course that he or she considers these PAEs important and will review the results of each one with the learner. The PAEs in the Inside Sales course are:

  • 2002_1_3— Asks the learner to make notes on a negotiation that he or she conducted and that had less-than-hoped-for results.
  • 2002_1_4— Asks the learner to consider what could have changed the relative position of each party on the Relationship/Outcome matrix.
  • 2002_2_2— Asks the learner to examine his or her expectations, credibility and preparation in the negotiation described earlier and determine how any of it could have been changed to improve the negotiation outcome.
  • 2002_2_5— Asks the learner to determine whether he or she could have improved the balance of competition and/or legitimacy in the negotiation described earlier.
  • 2002_2_7— Asks the learner to determine whether the balance of uncertainty or bargaining skill could have been improved in the negotiation described earlier.
  • 2002_2_11 — Asks the learner to review the case study to determine whether other negotiating items could have been put on the table.

Center for Distribution Education
2300 Henderson Mill Rd., Suite 312

Atlanta, GA 30345