205 - Bargaining Negotiations
- Course Number: C205
- Course Title: Bargaining Negotiations
- Course Level: Advanced
- IRWA Credits: 16 QEU / CEU
- AQB Credits: Not Applicable
- Prerequisites: Not Applicable
This course teaches the skills required to win at bargaining
negotiations. Problem-solving negotiations are widely accepted as the preferred
type of negotiations. However, successful acquisition professionals must be
effective at both bargaining and problem-solving negotiations so they are
thoroughly prepared in the event that they encounter an attorney or property
owner who insists upon a hard bargaining stance.
Participants will learn:
- The steps in a bargaining negotiation
- How to analyze the negotiations to determine if they are progressing in a
bargaining or problem-solving mode
- How to identify the specific skills and attitudes required of successful
bargainers
- How to make the initial offer
- How and when to grant concessions
- How to secure concessions from the other party
- Self-examination, role play and case studies tie negotiations to on-the-job
situations
Credentialing
- New SR/WA: An advanced elective course that can be applied towards the RWP certification.
- Industry: An advanced elective course that can be applied towards the Generalist pathway for the RWP certification.
- Specialist: An advanced elective course that can be applied towards the R/W-AMC, R/W-EC, and R/W-NAC certifications.
Topics
At the conclusion of the two days, the participants will be able to:
Distinguish between integrative and bargaining negotiations
Articulate the basic concepts in the funnel technique to integrative negotiations
Discuss and employ characteristics of successful bargaining negotiations
Exhibit interpersonal communication skills of successful negotiators
Understand tough tactics and manipulative ploys and negative outcomes and learn ways to counter or use them to advantage in bargaining negotiations
Course Tuition Includes
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