Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today.
By the end of this workshop, participants will be able to:
Welcome to the Negotiation Skills workshop. Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time.
For example, have you ever…
These are all situations that involve negotiating! 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.
No previous experience is required to attend this course.
Types of Negotiations
The Three Phases
Skills for Successful Negotiating
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Getting Off on the Right Foot
What to Share
What to Keep to Yourself
What to Expect
Techniques to Try
How to Break an Impasse
Three Ways to See Your Options
About Mutual Gain
Creating a Mutual Gain Solution
What Do I Want?
What Do They Want?
What Do We Want?
Building an Agreement
Setting the Terms of the Agreement
Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Words from the WiseSee all of the available Seven Institute Personal Development Courses