Negotiation Skills
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. Through this training, participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
The Negotiation Skills training will give your participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Your participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.
Who should attend?
This course is for everyone
CURRICULUM
- The Three Phases
- Skills for Successful Negotiating
- Case Study
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
Case Study
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Case Study
Getting off on the Right Foot
What to Share
What to Keep to Yourself
Case Study
What to Expect
Techniques to Try
How to Break an Impasse
Case Study
Three Ways to See Your Options
About Mutual Gain
What Do I Want?
What Do They Want?
What Do We Want?
Case Study
Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
Case Study
Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Case Study
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Case Study
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Case Study
Lessons Learned
Completion of Action Plans and Evaluations
