Negotiation Skills Course

By the end of this course, the learner should be able to 

1. make preparations when meeting their customer 

2. apply the qualities of effective communication, 

3. understand and interpret non-verbal cues, 

4. gain knowledge of the sources of power, 

5. interpret and apply the strategies and tactics used in negotiation, 

6. apply the skills and qualities of an excellent salesperson, and 

7. acknowledge the cultural impact on the negotiation process.

The course consists of 7 main lessons with assessments at the end. 

Lesson 1 will teach the student about the basics of meeting with the customer. 

Lesson 2 will handle verbal communication. 

Lesson 3 will handle non-verbal communication and what they mean. 

Lesson 4 will discuss the sources of power in a negotiation table. 

Lesson 5 will analyze the strategies and tactics used in negotiation. 

Lesson 6 will discuss the skills and qualities of an excellent sales person. 

Lesson 7 will discuss the cultural preferences and their effects on negotiations.

By the end of this lesson, the learner should be able to

1. Make preparations when meeting your customer 

2. Apply the qualities of effective communication. 

3. Understand and interpret non-verbal sues. 

4. Gain knowledge of the sources of power. 

5. Interpret and apply the strategies and tactics used in negotiation.

6. Apply the skills and qualities of a good salesperson. 

7. Acknowledge the cultural impact on the negotiation process. 

Lesson 1

The first lesson of the course introduces the learner to the class and helps them to understand how to meet the customer. Adequate preparations and planning must be carried out before seeing the customer. A customer is a crucial person to any organization, and thus the agent of any organization must plan extensively before meeting a customer. At the end of this lesson the learner should be able to make preparations before encountering a customer. 

Lesson 2

This lesson looks at the qualities of verbal communication. An agent of any organization must know all the verbal clues to be able to communicate with a client effectively. At the end of this lesson the learner should be able to apply all the verbal qualities for effective communication. 

Lesson 3

Non-verbal clues are also vital in negotiations. This lesson looks at the non-verbal clues that are vital for effective negotiations. As an agent of any organization who is sent to negotiate, you must be aware of the non-verbal clues of the client so that you can be able to learn what the customer exactly means. At the end of this lesson, the learner should be able to understand and interpret now verbal clues. 

Lesson 4

The fourth lesson looks at some of the sources of power that you can use in the negotiation process. The agent sent to negotiate can derive power from several things that are at their disposal. The negotiator can use delay tactics or time out to persuade the client to give in. At the end of this lesson, the learner should be able gain knowledge on the sources of power during the negotiation process. 

Lesson 5

The fifth lesson looks at the tactics and skills that can be used in the negotiation process. A good negotiator should be able to employ several skills like delaying tactic when negotiating. At the end of this lesson, you should be able to interpret and apply tactics used in the negotiation process. 

Lesson 6 

The sixth lesson of the course looks at some of the qualities of a good salesperson. As a salesperson, you must have the following attributes; belief in yourself, trust in your product, not entirely when things get tough, be persistent among many others. At the end of this lesson the learner should understand the qualities of a good salesperson. At the end of the class, the learner should be able to apply the skills and virtues of a good salesperson. 

Lesson 7

Lastly, lesson seven looks at cultural preferences. People come from diverse cultures, and it is, therefore, essential to keep this in consideration when negotiating. The personality of a person is shaped by personal values and cultural values, i.e. individual’s preferences. At the end of this lesson, the learner should be to acknowledge the cultural impact on the negotiation process.