Title: Identify the steps in negotiation and their use in the workplace.
Course: Strategic Marketing (formerly Marketing, Advanced) (12152) > Section: Developing Professionalism in the Workplace

Identification should include

- when negotiation occurs (e.g., selling, seeking professional advancement, supporting a project, working in a team)
- how to formulate a strategy, using various negotiation tactics
- how to support your position, based on facts, data, and an understanding of the philosophy and politics of the workplace
- what steps to take in negotiation (e.g., understanding the other point of view, looking for points of mutual agreement, seeking methods to achieve mutually beneficial options).

Process/Skill Questions:

- What are some business situations that may require negotiations?
- What leadership style would be most effective in situations requiring negotiation?
- What human-relation skills are necessary for successful negotiation?
- How has technology affected the negotiation process?
- When might it be appropriate to negotiate in the workplace? When might negotiation be inappropriate?
- How might the country in which you are doing business affect how and when you negotiate?