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. 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! The Negotiation Skills 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.

Negotiation Skills Course Outline:

Module One: Getting Started

    * Workshop Objectives
    * Pre-Assignment

Module Two: Understanding Negotiation

    * 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
    * 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