fbpx

Business Negotiation

Course Code: 2iB-BNC-CC-20-01.V1

Duration: 16 Hours

Business Negotiation Strategies contain battle hardened strategies, counter-strategies, tactics and processes to help decision makers and sales people clinch better deals. 

Course introduction

In today’s digital world, it is highly important to transform business to fit this change. While it is definitely for the better, we are fast losing the most important soft skill of all – Sales! And for the business context, Business Negotiation. While we are all busy automating everything, companies must never forget the importance of this soft skill.

The business negotiation courseware contains battle hardened strategies, counter-strategies, tactics and processes developed by the 2iB Partners team who has had a collective experience of more than a century of building, scaling and raising invesments for businesses. 

This course is a generic skill and can be contextualized towards industry, company or organizational standard operating procedures.

Topics

 

Unit 1. Introduction to Business Negotiations

Synopsis: In Unit 1, learners will learn about the meaning and concept of business negotiations, its relevance and its areas of application. Learners will understand process between entities to increase chances of closing deals, resolving or avoiding conflicts, establishing relationship with other parties and for profit, types of negotiation including distributive, integrative and mixed motive bargaining, differences between negotiating and bargaining, outcomes and objectives and their differences and construct sample outcomes and objectives.

Learning Outcomes

At the end of this unit, learners will be able to understand and apply:

LO1: Understand Business Negotiations and its relevance

LO2: Differences between outcomes and objectives

LO3: Types of Business Negotiations – distributive, integrative and mixed motive bargaining

LO4: Differences between negotiations and bargaining

 

Unit 2. Application of Critical Thinking to Business Negotiations

Synopsis: In Unit 2, learners will learn about the meaning and concept of critical thinking, its relevance and its areas of application in business negotiations, Socratic questioning, modern day critical thinking (QUESTS©)

Learning Outcomes

At the end of this unit, learners will be able to understand and apply:

LO5: Definition of Critical Thinking and its importance

LO6: Create QUESTS© version of critical thinking to business negotiations

 

Unit 3. Communications in Business Negotiations

Synopsis: In Unit 3, learners will learn about the meaning of communication, its relevance and areas of application in business negotiations, business communication and its methods, multi-party business negotiations, written communications, verbal communications, non-verbal communications, interpersonal communications and impact of culture in international business dealings.

Learning Outcomes

At the end of this unit, learners will be able to understand and apply:

LO7: Business Negotiations Communications

LO8: Types of Communications and how to conduct them

 

Unit 4. Business Negotiations Skills

Synopsis: In Unit 4, learners will learn what are business negotiation skills which include listening and hearing, body language, microexpressions and colours in non-verbal communication, persuasion and influence and their differences. Learners will practice business negotiation skills in a live setting.

Learning Outcomes

At the end of this unit, learners will be able to understand and implement:

LO9: Business negotiation skills

LO10: Body language in business negotiations

LO11: Persuasion and influence

 

Unit 5. Business Negotiations Styles

Synopsis: In Unit 5, learners will learn about styles of business negotiations, using the Thomas-Kilman Conflict Mode Instrument and addressing conflict behaviour and applying to the five conflict-handling modes and other styles of business negotiations,

Learning Outcomes

At the end of this unit, learners will be able to understand and implement:

LO12: Different business negotiations styles

LO13: Identify learner’s style of negotiations and to strengthen the weak points

 

Unit 6. Business Negotiations Tools

Synopsis: In Unit 6, learners will learn about the tools of business negotiations, using the $2 game to solve business negotiation problems and conflict management, apply brainstorming, mind-mapping to solve business negotiation problems and craft suitable outcomes and objectives using these techniques.

Learning Outcomes

At the end of this unit, learners will be able to understand and implement:

LO14: The $2 Game to build business negotiation and conflict management skills

LO15: Brainstorming and mind-mapping techniques to solve business negotiation problems and arrive at creative solutions

 

Unit 7. Business Negotiations Strategies

Synopsis: In Unit 7, learners will learn about different business negotiation strategies, various terminology used and its meaning.

Learning Outcomes

At the end of this unit, learners will be able to understand and implement:

LO16: Business Negotiation Strategies

 

Unit 8. Business Negotiations Tactics

Synopsis: In Unit 8, learners will learn about different business negotiation tactics, their terminology and how to counter them.

Learning Outcomes

At the end of this unit, learners will be able to understand and implement:

LO17: Business Negotiation Tactics and how to counter them

 

Unit 9. Business Negotiations Process

Synopsis: In Unit 9, learners will learn about the business negotiation process – which includes pre-negotiation preparation, steps to be taken, applying SMART, understand business negotiations process in an organizational setting at a pre-negotiation stage, steps taken in a business negotiation meeting, re-negotiation scenario, closing and recording business negotiations, follow up and follow through to conclusion of business negotiations,

Learning Outcomes

At the end of this unit, learners will be able to understand and implement:

LO18: Pre-negotiation process and preparation

LO19: Apply SMART to objectives and outcomes

LO20: Corporate, business unit and team strategies in business negotiations

LO21: Steps in a business negotiation meeting and role-play

 

Bonus!

 Unit 10.           Survival Kit

 

Survival Hacks for Business Negotiations

Assessment

Skeleton guide of assessment plan is provided.

Interested?

Interested In the Course?

Get in touch with us and begin your journey!

Pin It on Pinterest

Share This