BUY COURSE NOW - online self directed

Through the Negotiation Skills workshop, participants will be able to understand the basic types and phases of negotiations, and the skills needed for successful negotiating. Our program will give participants an understanding of their "opponent" and develop the confidence to ask for and receive nothing less than what they feel is fair. Participants will learn to create an atmosphere of respect during the negotiation process, and ensure fair and equitable processes throughout.

Course Objectives:

• Understanding the phases and skills needed for successful negotiations
• 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

Course Outline:



Negotiation Skills

Module One: Understanding Negotiation

• The Three Phases

• Skills for Successful Negotiating

Module Two: Getting Prepared

• Establishing Your WATNA and BATNA

• Identifying Your WAP

• Identifying Your ZOPA

• Personal Preparation

Module Three: Laying the Groundwork

• Setting the Time and Place

• Establishing Common Ground

• Creating a Negotiation Framework

• The Negotiation Process

Module Four: Phase One; Exchanging Information

• Getting Started

• What to Share

• What not to Share

Module Five: Phase Two; Bargaining

• What to Expect

• Techniques to Try

• How to Break an Impasse

Module Six: About Mutual Gain

• Seeing Your Options

• About Mutual Gain

• What Do I Want?

• What Do They Want?

• What Do We Want?

Module Seven: Phase Three; Closing

• Reaching Consensus

• Building an Agreement

• Setting the Terms

Module Eight: Dealing with Difficult Issues

• Being Prepared

• Personal Attacks

• Controlling Your Emotions

• When to Walk Away

Module Nine: Negotiating Outside the Boardroom

• Smaller Negotiations

• Negotiating via Telephone

• Negotiating via Email

Module Ten: Negotiating on Behalf of Someone Else

• Selecting the Negotiating Team

• Being Prepared

• Dealing with Tough Questions

Module Eleven: Assignment Review / Wrap Up