Negotiation Skills

Course Objectives

This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.

Prerequisites

There are no prerequisites for this course.

Course Duration

1 day

Course Content

  • Getting Started
    • Icebreaker
    • Ground rules
    • The parking lot
    • Workshop objectives
    • Action plans and evaluation forms
  • Understanding Negotiation
    • Types of Negotiations
    • The Three Phases
    • Skills for Successful Negotiating
  • Getting Prepared
    • Establishing your WATNA and BATNA
    • Identifying your WAP
    • Identifying the ZOPA
    • Personal Preparation
  • Laying the Groundwork
    • Setting the Time and Place
    • Establishing Common Ground
    • Creating A Negotiation Framework
  • Phase One – Exchanging Information
    • Getting off on the Right Foot
    • What to Share
    • What to Keep to Yourself
  • Phase Two – Bargaining
    • What to Expect
    • Techniques to Try
    • How to Break an Impasse
  • About Mutual Gain
    • Three Ways to See Your Options
    • About Mutual Gain
    • Creating a Mutual Gain Solution
  • Phase Three – Closing
    • Reaching Consensus
    • Building an Agreement
    • Setting the Terms of the Agreement
  • Dealing with Difficult Issues
    • Being Prepared for Environmental Tactics
    • Dealing with Personal Attacks
    • Controlling Your Emotions
    • Deciding When It’s Time to Walk Away
  • Negotiating Outside the Boardroom
    • Adapting the Process for Smaller Negotiations
    • Negotiating via Telephone
    • Negotiating via E-mail
  • Negotiating on Behalf of Someone Else
    • Choosing the Negotiating Team
    • Covering All the Bases
    • Dealing with Tough Questions
  • Wrapping Up
    • Words from the Wise
    • Review of Parking Lot
    • Lessons Learned
    • Completion of Action Plans and Evaluations

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All courses are available for both scheduled (open) and dedicated (bespoke) delivery. Please contact us for details and pricing.

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