Negotiation Skills

Why Attend

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. Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates, and family members. Through this course, you 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 you 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

By the end of the course, participants will be able to:

  • Establish common ground and create a negotiation framework for a mutual gain solution
  • Know what behavior to adapt at each stage of the negotiation
  • Explore all the skills that they’ll need to negotiate confidently and successfully
  • Understand and work effectively through the three phases of negotiation
  • Explore and apply time-tested tips, techniques and strategies to resolve conflicts
  • Develop an effective plan and strategy for any negotiation
  • Effectively negotiate face to face, on the phone or through email and other media

Target Audience

This course is designed for anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable, rewarding, and effective part in any situation. Also those responsible for negotiating the best possible terms of an agreement for their organization.

Target Competencies

  • Negotiating and Influencing others
  • Planning and preparing for negotiations
  • Rapport building
  • Building trust
  • Building consensus and cooperation

Course Outline

Module One

Getting Started

  • Introduction
  • Workshop Objectives
  • Pre-Assignment Review

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
  • Review of participants’ ideas
  • Lessons Learned
  • Completion of Action Plans and Evaluations