Overview/Description
Believe it or not, you are a born negotiator. Every day you deal with people in some way. Basically, negotiation is a means of getting what you want from others. Unfortunately, other people don't always respond in the way that you want them to and your desires may go unfulfilled. Have you ever found yourself in this situation, wondering what went wrong, why your appeal fell by the wayside? Dale Carnegie understood the complexity of human interaction when he said, "When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion." In this course, you will discover methods of emotionally connecting with people in ways that capture their attention and interest in you. You will be introduced to methods of building trust and rapport. You will also have the opportunity to develop critical negotiation skills in communication, such as active listening, reading body language, and applying power words to your conversations. Getting what you want from dealings with others depends on your ability to effectively connect and communicate. This course will lay the foundation for your growth in these areas.

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

Expected Duration (hours)
2.0

Lesson Objectives

Connecting and Communicating
# recognize the importance of developing relationship-building techniques.
# choose the ways to create rapport with negotiation counterparts.
# match the aspects of trust with the related trust-building actions.
# select the ways to present yourself effectively.
# recognize the benefits of using linguistic tools in negotiations.
# select examples of clear communication.
# choose the ways to appeal to your negotiation counterpart.
# match verbal techniques with examples of using those techniques.
# recognize the benefits of understanding body language.
# match body language cues with their meanings.
# choose the body language cues that reinforce verbal statements.
# match critical body language cues with the appropriate category.
# recognize the importance of becoming an effective listener.
# select the methods for becoming an active listener.
# identify the barriers to effective listening.
# select the guidelines for using your intuition.