Looking for grants? Contact us at training@alliancems.org to learn about the Foundation Directory Online.

Training Information

seperator
shefarr

Sheila Farr

Successful Negotiation: Essential Strategies and Skills

Principle & Standard

4. Fundraising

Click here to learn more about the Principles & Standards for Nonprofit and Philanthropy Excellence (c)

Course Description

The course is aimed at developing analytical and communication skills that are necessary for successful business negotiations. The negotiation is described as a complex three-stage process which consists of preparation, negotiating, and post-negotiation implementation and evaluation. The course combines both theoretical knowledge and practical experience through learning by doing.

Learning Objectives

Participants will be able to...

  • define negotiation and describe the various components involved
  • list the roles and functions in negotiation teams; demonstrate the skills of organizing and managing negotiation teams
  • explain the functions of the best alternative to a negotiated agreement (BATNA); recognize and use BATNA in negotiations.
  • describe negotiation styles in different cultures; adjust negotiation tactics to cultural differences.