Negotiation Skills

Course Objectives

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:

• Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
• Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
• Lay the groundwork for negotiation
• Identify what information to share and what to keep to yourself
• Understand basic bargaining techniques
• Apply strategies for identifying mutual gain
• Understand how to reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• Use the negotiating process to solve everyday problems
• Negotiate on behalf of someone else

Who Should Attend

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…

• Decided where to eat with a group of friends?
• Decided on chore assignments with your family?
• Asked your boss for a raise?

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.

Experience Required

No previous experience is required to attend this course.

Course Syllabus

Module One: Getting Started

Workshop Objectives

Pre-Assignment Review

Module Two: Understanding Negotiation

Types of Negotiations

The Three Phases

Skills for Successful Negotiating

Module Three: Getting Prepared

Establishing Your WATNA and BATNA

Identifying Your WAP

Identifying Your ZOPA

Personal Preparation

Module Four: Laying the Groundwork

Setting the Time and Place

Establishing Common Ground

Creating a Negotiation Framework

The Negotiation Process

Module Five: Phase One — Exchanging Information

Getting Off on the Right Foot

What to Share

What to Keep to Yourself

Module Six: Phase Two — Bargaining

What to Expect

Techniques to Try

How to Break an Impasse

Module Seven: About Mutual Gain

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?

Module Eight: Phase Three — Closing

Reaching Consensus

Building an Agreement

Setting the Terms of the Agreement

Module Nine: Dealing with Difficult Issues

Being Prepared for Environmental Tactics

Dealing with Personal Attacks

Controlling Your Emotions

Deciding When It’s Time to Walk Away

Module Ten: Negotiating Outside the Boardroom

Adapting the Process for Smaller Negotiations

Negotiating via Telephone

Negotiating via Email

Module Eleven: Negotiating on Behalf of Someone Else

Choosing the Negotiating Team

Covering All the Bases

Dealing with Tough Questions

Module Twelve: Wrapping Up

Words from the Wise

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