Negotiation Skills
Through this course, participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
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 course, 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 course will give you a sense of understanding your opponent and have the confidence to not settle for less than they feel is fair. You will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.
Course Objectives
The Three Phases
Skills for Successful Negotiating
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
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
What Do I Want?
What Do They Want?
What Do We Want?
Reaching Consensus
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
Lessons Learned
Completion of Action Plans and Evaluations