Welcome to the “Research Your Opposition” lesson, which introduces the DiSC personality types and four negotiation social styles: driver, expressive, amiable, and analytics. This lesson is the sixth of 12 in the “Expert Insights: Effectively Negotiate with Barb Bruno” course, which explores negotiation tactics to clearly define objectives, overcome objections, and improve negotiation outcomes. After viewing, learners will be familiar with how to use the DiSC model of personality types and negotiation social styles to inform how they choose negotiation tactics.
Overview
COURSE DIFFICULTY
COURSE DURATION
6m
Skills Learned
After completing this online training course, students will be able to:
Conduct Thorough Research on Opponents
Identify Key Interests and Motivations of the Opposition
Develop Strategic Approaches Based on Research Findings
Enhance Persuasion Techniques During Negotiations
Evaluate the Impact of Research on Negotiation Outcomes
Business Professionals, Sales Representatives, Negotiators, Managers, Team Leaders
None
01. Importance of Research in Negotiation
02. Techniques for Gathering Information
03. Analyzing Opponent Profiles
04. Strategy Development Based on Research
05. Practical Application and Role-Playing Exercises
SKILLS LEARNED
Skills Learned
After completing this online training course, students will be able to:
Conduct Thorough Research on Opponents
Identify Key Interests and Motivations of the Opposition
Develop Strategic Approaches Based on Research Findings
Enhance Persuasion Techniques During Negotiations
Evaluate the Impact of Research on Negotiation Outcomes
WHO SHOULD ATTEND
Business Professionals, Sales Representatives, Negotiators, Managers, Team Leaders
PREREQUISITES
None
COURSE OUTLINE
01. Importance of Research in Negotiation
02. Techniques for Gathering Information
03. Analyzing Opponent Profiles
04. Strategy Development Based on Research
05. Practical Application and Role-Playing Exercises
